SLED Account Executive - Migrations, West

6 Days ago • All levels

About the job

Summary_{By Outscal}

This role requires a proven sales professional with experience in software sales or highly technical consultative sales to government entities. You will be responsible for up-selling and cross-selling Granicus solutions to existing clients, managing a sales funnel, and exceeding KPIs. Strong communication, presentation, and negotiation skills are essential.

The Account Executive will work within the Local Government Sales Team and focus on new cross-sell sales opportunity creation and win. This role is focused on selling to existing client partners at the local municipality level. They will be responsible for building a market plan, proactive and intentional outreach, and continue through all phases of the sales process culminating in sales win/close. This position is supported by an account specialist team, marketing team, solution consulting team, and technical project managers.

Come see the impactful work we’ve done on communities across the country (and world!): https://granicus.com/success-stories/Granicus is a remote first company (this isn’t temporary). While we have virtual teams, you have the option for in-office work should you be located near one of our hubs.

What you'll do:

Client partnerships range from small towns, villages, and cities under 140K, to counties under 180K population
Develop a comprehensive sales strategy and business plans to up-sell and cross-sell new products and services to existing client partners within their assigned territory
Work to identify market trends, best practices, referrals, and new opportunity areas
Lead all stages of the sales process from lead generation to win/close
From cold calls to sales meetings, demonstrations to negotiation
Virtual and face-to-face meetings
Conduct initial qualification and discovery to determine client's current environment, potential projects, and challenges and goals to determine how Granicus solutions will help them achieve their goals
Use an engaging and penetrating discovery process to flush out true sales opportunities
Effectively listen and understand where a prospect is today and where they want to be, then develop a persuasive solution & teach the prospect what they may not have known
Teach client about market trends, challenges and issues they did not know existed, and share best practices, all in an effort to develop new sales opportunities
Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders
Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process
Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications
Use Salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close
Effectively manage your sales funnel and sales forecasting
Monitor and communicate target market information accurately to management
Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc.
Develop deep personal expertise and understanding of company solutions
Identify opportunities for new solutions or functionality of Granicus software
Stay current on industry trends and new or innovative approaches
Participate in selected industry activities, organizations/associations, and trade-shows as needed
Represent Granicus in a positive manner, foster trust, and reinforce thought leadership
Other duties as assigned

You'll love this job if you have:

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)
Successful record of managing a sales funnel with deals valuing between $10-$50K of annual recurring revenue
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
Previous experience with government or parliamentary procedure is a plus
Proficient with MS Office product suites
Experience using Salesforce.com is a plus, but not required
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

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