Granicus provides technology and services that empower government organizations to create seamless digital experiences for the people they serve.
By offering the industry’s leading cloud-based solutions for communications, content management, meeting and agenda management, and digital services, and short-term rental compliance to over 4,500 public sector organizations, Granicus helps turn government missions into quantifiable realities.
Granicus products connect more than 220 million people, creating a powerful network to enhance citizen engagement. By optimizing decision-making processes, Granicus strives to help government see better outcomes and a greater impact for the citizens they serve.
The Account Executive (AE) will work within the Small / Medium Government (SMG) Sales Team and focus on new sales opportunity creation and win.
This role is focused on selling to new prospective clients, or non-Granicus clients. The AE will be responsible for proactive outreach beginning with lead generation and continue through all phases of the sales process culminating in sale win / close.
This position is supported by an account development team, marketing department, and technical project managers.
What you'll do :
Opportunity / Funnel / Pipeline creation
Proactive client outreach within their assigned territory
Build awareness, teach and develop new sales opportunities
Goal - develop a healthy sales funnel of new opportunities
Meet / Exceed all KPI metrics outlined by the management team
Lead all aspects of the sales process from lead generation through win / close
Goal - Exceed sales quota
Respective territory will cover Western US & Canada
Focus will be Granicus Host Compliance services
Essential Functions :
Prospective clients range from small towns and villages, to large cities and counties
Develop a comprehensive sales strategy and business plans to acquire new prospective clients 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 call to sales meetings, demonstrations to negotiation
Virtual and face-to-face meetings
Conduct initial qualification and discovery to determine client's current environment, potential projects, 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, the develop a persuasive solution and 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 Saleforce.com to track all sales activities 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
Effective management of a sales funnel and 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
Skills & Requirements
Who you are?
Proven pattern of success in software sales or highly 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-$100k ACV
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)
Previous experience with government or parliamentary procedure is a plus
Proficient with MS Office product suites
Experience using Salesforce.com, is a plus, but not required
2+ years of full-cycle SaaS sales experience
Soft Skills :
Exceptional skills in the following : communication, presentation, negotiation, closing, organizational, and teamwork
Not afraid of picking up the phone and speaking with someone, including cold calling
Self-motivated and driven to succeed; takes initiative, willing to go the extra mils
Able to handle rejections
Critical / strategic thinking - able to problem solve quickly
Attention to detail
Ability to multi-task and work within a team atmosphere
Ability to handle multiple priorities and goals
Excellent time management and organizational skills
Clear sense of integrity, work ethic, and a sincere interest in building strong relationships founded in trust
Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.