[Hiring] Local Government Account Executive @Granicus

Role Description

The Territory Manager will work within the State and Local Government (SLT) 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. 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. We're looking for a candidate in the Pacific time zone.

What Your Impact Will Look Like

• Client partnerships range from small towns, villages, and cities under 140K, to counties under 180K population.
• 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.
• 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.
• Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders.
• 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 through 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.

Qualifications

• 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.
• Previous experience with government or parliamentary procedure is a plus.
• 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.

Pay Range

USD $75,000.00 - USD $85,000.00 /Yr.

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.

Equal Opportunity Employer

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.