Federal Account Executive

Granicus•Washington, DC

1d•$120,000 - $150,000•Remote

About The Position

The Granicus (GovDelivery) 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. 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 for mission-driven sales approach to best position Granicus as the digital innovation leader. The Federal Account Executive 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.

Requirements

8+ years of field sales experience in Digital solutions services or solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management.
Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
Prior enterprise mission services sales experience within the Federal Government is required.
Experience within the digital communications federal space is a major plus.
Direct engagement with agency program office personnel, in pursuit of large services opportunities.
Demonstrated effectiveness in differentiating company business value to partners, resellers, and integrators.
Ability to incorporate competitive differentiation 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.
Independently accountable for commitments and delivering the best performance by intelligent prioritization.
Exceptional communication and presentation skills, both written and oral.
Confident, competitive, thorough, flexible, and tenacious.

Nice To Haves

Experience within the digital communications federal space is a major plus.

Responsibilities

Understand customer mission 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 agency management 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 trust foundation on which to provide guidance to enhance agency mission outcomes.
Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references.
Follow a disciplined approach to maintain a differentiated solutions message that reduces time to identify and pursue a rolling pipeline of opportunities. Keep pipeline current and moving up the pipeline curve and into the sales funnel.
Identify risk elements within Agency mission challenges and leveraging Granicus services portfolio to address
Leverage support organizations including Marketing, Inside Sales, Partners, and channels to develop qualified pipeline in the assigned territory.
Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
Develop effective mission-driven strategies for winning in a competitive environment.
Ability to coalesce internal resources, including sales support, marketing, and solutions consultants, into a team approach in pursuing large deals.
Meet and exceed quarterly and annual sales targets for new product and services goals.
Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
Ideally have Services and Product background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed.
You can travel at least 30-40% of the time.