Sled Account Executive

2 weeks ago

GondrecourtleChâteau, Grand Est, United States Granicus Full time
Job Title: Sled Account Executive

We are seeking a highly motivated and experienced Sled Account Executive to join our Local Government Sales Team. As a key member of our team, you will be responsible for identifying and pursuing new sales opportunities with existing client partners at the local municipality level.

Key Responsibilities:
  • Develop and execute a comprehensive sales strategy to up-sell and cross-sell new products and services to existing client partners
  • 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
  • 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 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
Requirements:
  • 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
  • Experience using is a plus, but not required
  • 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

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