Granicus

Federal Account Executive – Evergreen

Granicus

full-time

Posted on:

Location Type: Remote

Location: District of Columbia • Washington • United States

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Salary

💰 $120,000 - $140,000 per year

Job Level

SeniorLead

About the role

  • Understand customer mission 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 agency management 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 trust foundation on which to provide guidance to enhance agency mission outcomes.
  • Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles.
  • Encourage all clients to become Granicus references.
  • Follow a disciplined approach to maintain a differentiated solutions message that reduces time to identify and pursue a rolling pipeline of opportunities.
  • Keep pipeline current and moving up the pipeline curve and into the sales funnel.
  • Identify risk elements within Agency mission challenges and leveraging Granicus services portfolio to address.
  • Leverage support organizations including Marketing, Inside Sales, Partners, and channels to develop qualified pipeline in the assigned territory.
  • Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
  • Develop effective mission-driven strategies for winning in a competitive environment.
  • Ability to coalesce internal resources, including sales support, marketing, and solutions consultants, into a team approach in pursuing large deals.
  • Meet and exceed quarterly and annual sales targets for new product and services goals.
  • Write and present quarterly business reviews to Sales Management, Senior Management, and peers.

Requirements

  • 8+ years of field sales experience in Digital solutions services or solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management.
  • Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
  • Prior enterprise mission services sales experience within the Federal Government is required.
  • Experience within the digital communications federal space is a major plus.
  • Direct engagement with agency program office personnel, in pursuit of large services opportunities.
  • Demonstrated effectiveness in differentiating company business value to partners, resellers, and integrators.
  • Ability to incorporate competitive differentiation 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.
  • Independently accountable for commitments and delivering the best performance by intelligent prioritization.
  • 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 servicessubscription model salesopportunity managementdeal closureclient relationship managementsales strategy executionnegotiationcontractual structuresbusiness value differentiation
Soft Skills
communication skillspresentation skillsbusiness acumenadaptabilityindependenceprioritizationtrust buildingteam collaborationcompetitive mindsettenacity