Granicus

SLED Account Executive - Western Canada

Job Description

Our Canadian sales team needs a strong Enterprise-level, Western-Canada based Account Executive to join our team. The Granicus Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical.

Our Sales Team values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives.

The Enterprise Account Executive generates subscription sales for our SaaS platform(s) and related Software as a Service (SaaS) services in our growing Canadian market and assigned sales territory. Due to the market-based aspect of the role, candidates should live in Western Canada.

Join us to make a difference for the company and, most importantly, for our customers. This position is focused on business development in the following markets: Canadian Municipal and Provincial and Federal government, and may include focus on energy, health, education and other special districts.


What your impact will look like:
  • Develop and implement an effective sales plan to meet or exceed established sales objectives
  • Generate sales and promote market growth within the territory
  • Work with Marketing Team to ensure strong lead flow
  • Create & articulate compelling value propositions
  • When appropriate, work with partners to manage joint selling opportunities
  • Build and lead pursuit teams for larger opportunities
  • Educate and guide prospects through the buying process
  • Understand complex customer requirements for digital communications with the public, including operational, business, and technical categories
  • Develop and independently deliver custom presentations on Granicus to revolutionize the prospect’s engagement with their constituents
  • Collaborate with internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects
  • Manage all aspects sales in your territory including prospecting, activity tracking, opportunity management, forecasting revenue, contract management and closing deals
  • Pursue leads generated by yourself and our inbound and outbound marketing efforts
  • Support management team in developing sales strategy
  • Document all conversations, activities, and emails in our Salesforce CRM and other sales tools
  • Write and present quarterly business reviews to Sales Management, Senior Management, and peers
  • Travel about 20-30% of the time

    • You'll love this job if you are or have:
  • Confident, competitive, thorough, flexible, resilient, and tenacious
  • Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
  • Experienced selling software and / or technology in the Canadian Government / Public-sector
  • Capable of selling $100K+ deals as part of a diverse sales pipeline
  • Goal-oriented and self-motivated
  • 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
  • Proven in your ability and passion for prospecting – frequently breaking into new accounts
  • Client focused – the desire and ability to understand the drivers of client needs
  • Possess Exceptional communication and presentation skills, both written and oral
  • Have achieved significant accomplishments selling enterprise software, ERP, SaaS, marketing /communications technology, or marketing services
  • Possess an impressive track record of C-level sales activity
  • Highly effectives selling through partners, resellers and/or integrators
  • 5+ years field sales experience in IT, information services, or business services sold on a subscription model, preferably to government
  • French proficiency (Preferred)
  • You can travel up to 20-30% of the time (potentially 1-2 trips per month of 1-3 days)

    • You'll love this job if you have the following skills and competencies:
  • 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.

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