Account Executive - Washington & Oregon

Summary

Granicus provides cloud-based technology solutions that help government agencies communicate and engage with their constituents. The Account Executive will drive new cross-sell and upsell opportunities among existing state and local government clients in the Pacific time zone, managing the full sales process from prospecting through close. The role includes developing territory strategies, conducting discovery and demonstrations, managing Salesforce activity and forecasts, and building trusted client relationships.

Responsibilities

• 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
• From cold calls to sales meetings, demonstrations to negotiation
• Virtual and face-to-face meetings
• 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 · Use [Salesforce.com](http://Salesforce.com) 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
• Other duties as assigned
• 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

Skills

• * 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
• * 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
• * Previous experience with government or parliamentary procedure is a plus
• * Experience using [Salesforce.com](http://Salesforce.com) is a plus, but not required

Qualifications

Must Haves

• * 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
• * 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

Nice to Haves

• * Previous experience with government or parliamentary procedure is a plus
• * Experience using [Salesforce.com](http://Salesforce.com) is a plus, but not required

Benefits

• Remote-first company with the option for in-office work near one of the company’s hubs
• 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.
• Bonuses
• 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.
• Special guests from time to time to discuss issues that impact our employee population