Granicus

Federal Account Executive

Granicus

full-time

Posted on:

Location Type: Hybrid

Location: Washington • District of Columbia • Washington • United States

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Salary

💰 $220,000 - $300,000 per year

About the role

  • 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.

Requirements

  • 3+ years of field sales experience in Digital solutions services or SaaS and solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management.
  • Hybrid background to include consultative sales of digital solutions and services while also having a software sales mindset.
  • Prior enterprise business application software, implementation, or solution-based sales experience is preferred.
  • Experience within the digital communications federal space is a major plus.
  • Prior sales experience within the Federal Government/Public Sector with a focus on Civilian Agencies is required.
  • Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
  • Significant accomplishments selling enterprise software or digital services, SaaS, digital communications technology, or marketing services to C-level government customers.
  • Demonstrated effectiveness selling through partners, resellers, and/or integrators.
  • Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship.
  • Possess an understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements.
  • Ability to adapt and function effectively and independently in a fast-paced, changing environment.
  • Strong Business Acumen with the ability to apply sound commercial judgment when demonstrating to our customers how our services will generate significant value and return on investment.
  • Goal-oriented and self-motivated and successful working independently and in a collaborative team.
  • Excited about managing multiple simultaneous priorities in a fast-paced environment.
  • Independently accountable for commitments and delivering the best performance by intelligent prioritization.
  • Client focus - the desire and ability to understand the drivers of client needs.
  • Exceptional communication and presentation skills, both written and oral.
  • Confident, competitive, thorough, flexible, and tenacious.
Benefits
  • 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.
  • Competitive Salary & Bonuses – Your contributions are valued and rewarded.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
field sales experiencedigital solutions servicesSaaSclient relationship managemententerprise business application softwaresales strategysales pipeline managementnegotiationcontractual structuressales targets
Soft Skills
consultative salesprofessional presencebusiness acumengoal-orientedself-motivatedclient focusexceptional communication skillspresentation skillsadaptabilityteam collaboration