Federal Account Executive - Washington, DC

What your impact will look like here

• 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.
• Develop effective and specific sales strategies, territory, and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities.
• Establishes strong and hire-level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business.
• Actively understand each customer’s mission objective, strategic growth plans, technology strategy, and competitive landscape. 
• Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve and into the sales funnel.
• Leverage support organizations including Marketing, Inside Sales, Partners, and channels to funnel pipeline into the assigned territory.
• Be proficient in and bring all Granicus offers to bear on sales pursuits including Platform Solutions, Services and Support offerings. 
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Develop effective strategies for winning in a competitive environment.
• Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects.
• Meet and exceed quarterly and annual sales targets for new product and services goals.
• Support the management team in developing sales strategies.
• Document all conversations, activities, and emails in our Salesforce CRM.
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
• Ideally have both Product and Services background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed.
• You can travel at least 25% of the time (potentially 1-2 trips per month of 1-3 days)

You will love this job 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.
• Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship.
• Possess an understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements.
• Ability to adapt and function effectively and independently in a fast-paced, changing environment. Strong Business Acumen with the ability to apply sound commercial judgment when demonstrating to our customers how our services will generate significant value and return on investment.
• Goal-oriented and self-motivated and 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.
• Client focus - the desire and ability to understand the drivers of client needs.
• Exceptional communication and presentation skills, both written and oral.
• Confident, competitive, thorough, flexible, and tenacious.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be a part of our journey. A few culture highlights include – 
• Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions – Our employees get to interact with our CEO on very important and sometimes difficult issues ranging from mental health to work life balance and current affairs. 
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee population 

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 Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.