Federal Account Executive

Granicus•Washington, DC

10d•$220,000 - $300,000

About The Position

The Granicus Federal Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. The existing Federal Sales team has established a baseline of Federal customers who have adopted the core Granicus Citizen Engagement communications software platform. However, Granicus believes that significant opportunities exist to upsell innovative digital services and solutions and provide a services wrapper leveraging the core Granicus software platform to help government customers in achieving their mission objectives. It is against this backdrop that Granicus seeks to hire a new Sales Account Executive, Federal to drive a consultative, solutions sales approach to best position Granicus as the digital innovation leader. The Sales Account Executive, Federal will be responsible for both proactive outreach beginning with lead generation and continue through the sales-cycle funnel as well as leveraging and upselling from the existing base of Federal customers. Success metrics would include larger complex deals and engagement at higher levels within the target customer and the programmatic level when appropriate. This position is supported by an account development team, marketing department, and technical project managers. Granicus is subject to the Executive Order requiring employees of federal contractors to be fully vaccinated for COVID-19.

Requirements

3+ years of field sales experience in Digital solutions services or SaaS and solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management. Hybrid background to include consultative sales of digital solutions and services while also having a software sales mindset.
Prior enterprise business application software, implementation, or solution-based sales experience is preferred. Experience within the digital communications federal space is a major plus.
Prior sales experience within the Federal Government/Public Sector with a focus on Civilian Agencies is required.
Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
Significant accomplishments selling enterprise software or digital services, SaaS, digital communications technology, or marketing services to C-level government customers.
Demonstrated effectiveness selling through partners, resellers, and/or integrators.
Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship.
Possess an understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements.
Ability to adapt and function effectively and independently in a fast-paced, changing environment. Strong Business Acumen with the ability to apply sound commercial judgment when demonstrating to our customers how our services will generate significant value and return on investment.
Goal-oriented and self-motivated and successful working independently and in a collaborative team.
Excited about managing multiple simultaneous priorities in a fast-paced environment.
Independently accountable for commitments and delivering the best performance by intelligent prioritization.
Client focus - the desire and ability to understand the drivers of client needs.
Exceptional communication and presentation skills, both written and oral.
Confident, competitive, thorough, flexible, and tenacious.

Responsibilities

Understand complex customer requirements for digital communications with the public, including mapping to Executive Priorities within the Agency, office, or program.
Develop and independently deliver custom presentations on Granicus to revolutionize the prospect's engagement within the Public Sector.
Conduct detailed research and comprehensive analysis on the Federal Government Vertical, specific to Civilian Agencies and their business imperatives and challenges to drive demand generation.
Develop effective and specific sales strategies, territory, and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
Establishes strong and hire-level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business.
Actively understand each customer’s mission objective, strategic growth plans, technology strategy, and competitive landscape.
Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references.
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve and into the sales funnel.
Leverage support organizations including Marketing, Inside Sales, Partners, and channels to funnel pipeline into the assigned territory.
Be proficient in and bring all Granicus offers to bear on sales pursuits including Platform Solutions, Services and Support offerings.
Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
Develop effective strategies for winning in a competitive environment.
Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects.
Meet and exceed quarterly and annual sales targets for new product and services goals.
Support the management team in developing sales strategies.
Document all conversations, activities, and emails in our Salesforce CRM.
Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
Ideally have both Product and Services background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed.
You can travel at least 25% of the time (potentially 1-2 trips per month of 1-3 days)

Benefits

Flexibility & Balance
Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Health & Wellness
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to Headspace and other wellness tools.
Family & Future
Paid Parental Leave – For both birthing and non-birthing parents.
Traditional & Roth 401(k) – With a generous company match.
Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
Growth & Recognition
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.