Strategic Account Manager (Evergreen)

Granicus•Remote,

1d•$200,000 - $250,000•Remote

About The Position

Granicus is hiring a Strategic Account Manager for its Local Enterprise sales team, which drives new revenue in a growing Govtech SaaS vertical. The role nurtures and cross-sells subscriptions for Granicus Experience Cloud, helping local agencies and programs digitize interactions between government and constituents. The position combines account management, strategic selling, customer advising, and territory-wide sales ownership. The Strategic Account Manager maintains and expands complex existing accounts, develops new opportunities, and guides prospective clients through the purchasing process. The role works with clients to understand operational, business, and technical requirements, then coordinates with internal teams and partners to present tailored solutions. Responsibilities span prospecting, opportunity management, forecasting, renewals, negotiation, and reporting. The position involves approximately 25% travel. Granicus is a remote-first company with a globally distributed workforce. The role also includes responsibility for protecting company information and customer and employee data in accordance with Granicus security and privacy policies.

Requirements

At least 3 years of public-sector sales experience in IT, information services, or business services sold on a subscription model.
Demonstrated effectiveness selling through partners, resellers, and/or integrators.
Track record of identifying and nurturing leads through direct outreach and in-person engagements and closing opportunities.
Proficiency using CRM software to track leads, manage opportunities, and streamline sales processes.
Ability to adapt to fast-paced environments, manage multiple priorities, and work under tight deadlines.
Client-focused problem-solving skills and a passion for helping clients address challenges.
Solution-oriented sales approach, strong relationship-building skills, and persuasive oral and written communication.
Comfort and experience using technology tools and platforms to improve sales effectiveness.
Ability to navigate committee-driven sales environments, build consensus among stakeholders, and overcome objections.
Ability to influence and persuade potential clients.
Ability to build trust-based relationships and collaborate with clients and internal teams.
Forward-thinking and strategic mindset, with the ability to anticipate market trends and client needs.
Strong customer orientation and focus on achieving sales targets and measurable results.
Business acumen and understanding of business principles and market dynamics.
Capability to manage 30 or more active opportunities and close at least 15 opportunities per year while meeting sales objectives.
Capability to sell deals of $50,000 or more as part of a diverse sales pipeline.

Responsibilities

Nurture and maintain complex existing accounts and foster market expansion within the designated territory.
Serve as a trusted advisor to clients, provide strategic guidance, and proactively address challenges or concerns.
Negotiate contract renewals and service agreements to secure favorable terms while supporting client retention and satisfaction.
Collaborate with Marketing to maintain a robust lead pipeline and nurture leads effectively.
Develop and communicate value propositions to prospective clients.
Facilitate collaborative selling opportunities with partners.
Lead pursuit teams for larger-scale opportunities and coordinate comprehensive client engagement.
Guide and educate prospects through the purchasing journey.
Develop and execute a sales plan designed to exceed sales targets.
Understand customer requirements across operational, business, and technical domains and tailor solutions accordingly.
Create and deliver customized presentations about Granicus and its solutions.
Coordinate sales support, marketing, solution consultants, and other internal resources to deliver pitches and proposals.
Manage sales activities across the assigned territory, including prospecting, tracking, opportunity management, revenue forecasting, and contract negotiation.
Pursue leads generated through personal efforts and marketing initiatives.
Help formulate sales strategies with the management team using market insights and client feedback.
Document interactions, activities, and correspondence in Salesforce CRM.
Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, covering sales performance and market trends.
Travel approximately 25% of the time to engage with clients and prospects.
Preserve the confidentiality, integrity, and availability of Granicus information assets in accordance with the company information security program.
Protect employee and customer data and complete required privacy training in accordance with company policies.

Benefits

Flexible time off.
Company-wide paid wellbeing days.
Work-from-home reimbursement.
Multiple health plan options, including a 100% employer-paid plan.
Employer HSA contributions for employees enrolled in a High-Deductible Health Plan.
Fitness reimbursement program.
On-demand mental health support, including access to Headspace and other wellness tools.
Paid parental leave for birthing and non-birthing parents.
Traditional and Roth 401(k) with a company match.
100% employer-paid life and AD&D insurance.
Online learning platforms for professional development.
Competitive salary and bonuses.