Granicus

Account Executive

Granicus

full-time

Posted on:

Location Type: Remote

Location: Canada

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About the role

  • Own and manage an assigned territory of Canadian municipal government accounts (<150k population).
  • Build, maintain, and progress a healthy pipeline across multiple product lines, ensuring adequate quota coverage to ensure successful attainment.
  • Drive full-cycle sales efforts from prospecting and associated activities to successful contract negotiation and execution, utilizing a consultative, value & outcome-based selling approach.
  • Lead all stages of the sales process from prospecting through contract negotiation and execution.
  • Maintain ownership of sales activity including cold calls, discovery meetings, technical discovery meetings, product demonstrations, etc.
  • Conduct initial qualification and discovery to determine client's initiatives and establish solution fit and client trust by aligning Granicus with the agency's desired outcomes.
  • Use an engaging and penetrating discovery process to flush out true sales opportunities.
  • Prepare engaging presentations and partner with Solutions Consultants to conduct value-driven product demonstrations to groups ranging from 1 to 25 stakeholders.
  • Collaborate with cross-functional resources to support the progression of pipeline and execution of closed-won sales including resources from the solution consultant, business development, marketing, proposals, contracting and other teams.

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)
  • 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
  • Proficient with MS Office product suites
  • Experience using Client Relationship Management (CRM) platforms
  • 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
  • Entrepreneurial spirit
Benefits
  • Flexible work arrangements
  • Professional development opportunities
Applicant Tracking System Keywords

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

Hard Skills & Tools
software salesconsultative salesinformation technologyLANWANweb designnetwork securityAudio/Visual technologyquota attainmentsales process
Soft Skills
communicationpresentationnegotiationclosingorganizationaltime managementteamworkself-motivatedproblem solvingintegrity