The Account Executive will work within the Local Government Sales Team and focus on new cross-sell sales opportunity creation and win. This role is focused on selling to existing client partners at the local municipality level. They will be responsible for building a market plan, proactive and intentional outreach, and continue through all phases of the sales process culminating in sales win/close. This position is supported by an account specialist team, marketing team, solution consulting team, and technical project managers.
Come see the impactful work we’ve done on communities across the country (and world!): Granicus is a remote first company (this isn’t temporary). While we have virtual teams, you have the option for in-office work should you be located near one of our hubs. What you'll do: Client partnerships range from small towns, villages, and cities under 140K, to counties under 180K populationDevelop a comprehensive sales strategy and business plans to up-sell and cross-sell new products and services to existing client partners within their assigned territoryWork to identify market trends, best practices, referrals, and new opportunity areasLead all stages of the sales process from lead generation to win/closeFrom cold calls to sales meetings, demonstrations to negotiationVirtual and face-to-face meetingsConduct 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 goalsUse an engaging and penetrating discovery process to flush out true sales opportunitiesEffectively 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 knownTeach client about market trends, challenges and issues they did not know existed, and share best practices, all in an effort to develop new sales opportunitiesPrepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholdersWork with company resources and teams to leverage knowledge in an effort to successfully lead the sales processBuild and cultivate relationships both horizontally and vertically through communications and conducting follow-up communicationsUse 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/closeEffectively manage your sales funnel and sales forecastingMonitor and communicate target market information accurately to managementExceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc.Develop deep personal expertise and understanding of company solutionsIdentify opportunities for new solutions or functionality of Granicus softwareStay current on industry trends and new or innovative approachesParticipate in selected industry activities, organizations/associations, and trade-shows as neededRepresent Granicus in a positive manner, foster trust, and reinforce thought leadershipOther duties as assignedYou'll love this job if you have:Proven pattern of success in software sales or highly technical consultative sales to business or governmentConsistent 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 revenueStrong 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 ExecutivesPrevious experience with government or parliamentary procedure is a plusProficient with MS Office product suitesExperience using is a plus, but not requiredExceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skillsSelf-motivated and driven to succeed; takes initiative, willing to go the extra mileAbility to problem solve quicklyAbility to multi-task and work within a team atmosphereClear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trustEntrepreneurial spirit$65,000 - $85,000 a year+ commission and benefits