Remote Account Executive

Summary

Join our team as an Account Executive and focus on new cross-sell sales opportunity creation and win. You 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.

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 Salesforce.com 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

Responsibilities

• 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
• Use 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

Benefits

$65,000 - $85,000 a year + commission and benefits