SLED Account Executive

3 weeks ago

Saint Paul, Minnesota, United States Granicus Full time
Job Description

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.

Key Responsibilities
  • Client partnerships range from small towns, villages, cities, and counties under 70,000 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
  • 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
  • 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.
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 S 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
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.

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