Federal Strategic Account Manager

The Company  Serving the People Who Serve the People 

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.  

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.  Want to know more? See more of what we do here.

The Granicus Federal Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. The existing Federal Sales team has established a baseline of Federal customers who have adopted the core Granicus Citizen Engagement communications software platform.  However, Granicus believes that significant opportunities exist to upsell innovative digital services and solutions and provide a services wrapper leveraging the core Granicus software platform to help government customers in achieving their mission objectives.  It is against this backdrop that Granicus seeks to hire a new Sales Account Executive, Federal to drive a consultative, solutions sales approach to best position Granicus as the digital innovation leader.   The Federal Strategic Account Manager nurtures and cross sells subscriptions for our Granicus Experience Cloud offering helping state agencies and programs digitize the interaction between government and its constituents. Join us to make a difference for the company and, most importantly, for our customers. Success metrics would include larger complex deals and engagement at higher levels within the target customer and the programmatic level when appropriate. This position is supported by an account development team, marketing department, and technical project managers.

Responsibilities:

• Nurture and maintain complex existing accounts and foster market expansion within the designated territory.
• 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.
• 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.

You will love this role if you have:

• 5+ 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.
• 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.

Success Metrics:

• Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
• Capable of selling $100K+ deals as part of a diverse sales pipeline