Note: The job is a remote job and is open to candidates in USA. Granicus is a company focused on transforming the Govtech industry by connecting governments and their constituents. The Account Executive will work within the Local Government Sales Team to create and win new cross-sell sales opportunities, focusing on existing client partners at the local municipality and county levels.
Responsibilities
- Develop a comprehensive sales strategy and business plans to up-sell and cross-sell new products and services to existing client partners within their assigned territory
- Work to identify market trends, best practices, referrals, and new opportunity areas
- Lead all stages of the sales process from lead generation to win/close
- From cold calls to sales meetings, demonstrations to negotiation
- Virtual and in-person face-to-face meetings
- Conduct initial qualification and discovery to determine client's current environment, potential projects, and challenges and goals to determine how Granicus solutions will help them achieve their goals
- Use an engaging and penetrating discovery process to flush out true sales opportunities
- Effectively listen and understand where a prospect is today and where they want to be, then develop a persuasive solution & teach the prospect what they may not have known
- Teach client about market trends, challenges and issues they did not know existed, and share best practices, all in an effort to develop new sales opportunities
- Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders
- Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process
- Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications
- Use salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close
- Effectively manage your sales funnel and sales forecasting
- Monitor and communicate target market information accurately to management
- Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc
- Develop deep personal expertise and understanding of company solutions
- Identify opportunities for new solutions or functionality of Granicus software
- Stay current on industry trends and new or innovative approaches
- Participate in selected industry activities, organizations/associations, and trade-shows as needed
- Represent Granicus in a positive manner, foster trust, and reinforce thought leadership
- Other duties as assigned
Skills
- Proven pattern of success in software sales or highly technical consultative sales to business or government
- Consistent record of outperforming quota in previous field sales position(s)
- Successful record of managing a sales funnel with deals valuing between $10-$50K+ of annual recurring revenue
- Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly (LAN/WAN, web design, network security, and Audio/Visual technology)
- Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
- Proficient with MS Office product suites
- Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills
- Self-motivated and driven to succeed; takes initiative, willing to go the extra mile
- Ability to problem solve quickly
- Ability to multi-task and work within a team atmosphere
- Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust
- Entrepreneurial spirit
- Previous experience with government or parliamentary procedure is a plus
- Experience using salesforce.com is a plus, but not required
Benefits
- 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.
- 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.
- 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.
- Online Learning Platforms – Fuel your professional development.
- Competitive Salary & Bonuses – Your contributions are valued and rewarded.
Company Overview
Company H1B Sponsorship