Remote Strategic Account Manager

Summary

Join us at Granicus to make a difference for the company and our customers as a Strategic Account Manager. Nurture and maintain complex existing accounts, foster market expansion, and serve as a trusted advisor to clients.

Requirements

• 5+ years of Public Sector sales experience in IT, information services, or business services sold on a subscription model
• Demonstrated effectiveness selling through partners, resellers and/or integrators
• Effective Prospecting and Opportunity Closure: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in the successful closure of opportunities
• Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects
• Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs
• Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value
• Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes
• Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources to streamline processes, gather insights, and drive engagement with prospects
• Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes
• Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close deals
• Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes
• Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success
• Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results
• Business Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability

Responsibilities

• Nurture and maintain complex existing accounts
• Foster market expansion within the designated territory
• Serve as a trusted advisor to clients, offering strategic guidance and proactively addressing challenges or concerns
• Negotiate contract renewals and service agreements, securing favorable terms while ensuring client retention and satisfaction
• Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing
• Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions
• Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential
• Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement
• Guide and educate prospects through the purchasing journey, providing insights and assistance as needed
• Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets
• Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly
• Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies
• Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals
• Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation
• Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped
• Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback
• Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system
• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends

Benefits

• Flexible Time Off
• Medical (includes an option that is paid 100% by Granicus!), Dental & Vision Insurance
• 401(k) plan with matching contribution
• Paid Parental Leave
• Employer-paid Short and Long Term Disability Insurance, Group Term Life Insurance and AD&D Insurance
• Group legal coverage