Remote Federal Account Executive

Summary

Join the Granicus Federal Sales Team as a Sales Account Executive, Federal, and drive new revenue in the Cloud Vertical. Leverage existing customers to upsell digital services and solutions, and position Granicus as the digital innovation leader.

Responsibilities

• Understand complex customer requirements for digital communications with the public, including mapping to Executive Priorities within the Agency, office, or program
• Develop and independently deliver custom presentations on Granicus to revolutionize the prospect's engagement within the Public Sector
• Conduct detailed research and comprehensive analysis on the Federal Government Vertical, specific to Civilian Agencies and their business imperatives and challenges to drive demand generation
• Develop effective and specific sales strategies, territory, and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities
• Establishes strong and hire-level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business
• Actively understand each customer’s mission objective, strategic growth plans, technology strategy, and competitive landscape
• Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve and into the sales funnel
• Leverage support organizations including Marketing, Inside Sales, Partners, and channels to funnel pipeline into the assigned territory
• Be proficient in and bring all Granicus offers to bear on sales pursuits including Platform Solutions, Services and Support offerings
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap
• Develop effective strategies for winning in a competitive environment
• Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects
• Meet and exceed quarterly and annual sales targets for new product and services goals
• Support the management team in developing sales strategies
• Document all conversations, activities, and emails in our Salesforce CRM
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers