Job Description

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 new and existing client partners within health, hospital, planning and human services agencies. 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 your impact will look like:

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