Enterprise Account Executive - West at Granicus, LLC

Job description

Serving the People Who Serve the People Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn. Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe. Want to know more? See more of what we do here . The Granicus State Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. Ours is a Team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives. The Enterprise Account Executive generates subscription sales for our SaaS platform and related services in an assigned territory. State Government includes all government functions, including state agencies, and programs under the Executive, Legislative, and Judicial branches of government. • Drive sales generation and foster market expansion within the designated territory. • Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing. • Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions. • Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential. • Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement. • Guide and educate prospects through the purchasing journey, providing insights and assistance as needed. • Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets. • Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly. • Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies. • Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals. • Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation. • Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped. • Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback. • Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system. • Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends. • Be prepared to travel up to 50% of the time to engage with clients and prospects effectively. • 5+ 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 • Effective Prospecting and Opportunity Closure: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in the successful closure of opportunities. • Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects. • Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs. • Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value. • Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes. • Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources to streamline processes, gather insights, and drive engagement with prospects. • Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes. • Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close deals. • Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes. • Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success. • Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results • Business Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability. Success Metrics: • Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year • Capable of selling $100K+ deals as part of a diverse sales pipeline USD $110,000.00 - USD $130,000.00 /Yr. Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit! Security and Privacy Requirements • Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program. • Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies. The Team • We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand. The Culture • At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be a part of our journey. • A few culture highlights include – Employee Resource Groups to encourage diverse voices • Coffee with Mark sessions – Our employees get to interact with our CEO on very important and sometimes difficult issues ranging from mental health to work-life balance and current affairs. • Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more. • We bring in special guests from time to time to discuss issues that impact our employee population The Impact • We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here . At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one. Here’s what you can expect as a U.S.-based team member: Flexibility & Balance • 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. Health & Wellness • 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. Family & Future • 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. Growth & Recognition • Online Learning Platforms – Fuel your professional development. • Competitive Salary & Bonuses – Your contributions are valued and rewarded. 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.

Requirements

Must-haves

Serving the People Who Serve the People
Want to know more? See more of what we do here .
Drive sales generation and foster market expansion within the designated territory.
Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing.
Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions.
Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential.
Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement.
Guide and educate prospects through the purchasing journey, providing insights and assistance as needed.
Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets.
Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly.
Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies.
Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals.
Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation.
Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped.
Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback.
Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system.
Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends.
Be prepared to travel up to 50% of the time to engage with clients and prospects effectively.
5+ 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
Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success.
Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results
Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
Capable of selling $100K+ deals as part of a diverse sales pipeline

Nice-to-haves

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Application prep

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Platform: icims
Effort: medium

Benefits

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401(K)

Parental Leave

Wellness

Professional Development