Granicus - Saint Paul, MN
posted about 2 months ago
Full-time - Entry Level
Saint Paul, MN
Professional, Scientific, and Technical Services
About the position
The Account Executive will be a key member of the Local Government Sales Team, focusing on creating and winning new cross-sell sales opportunities. This role involves selling to both new and existing client partners in health, hospital, planning, and human services agencies. The Account Executive will develop market plans, engage in proactive outreach, and manage the entire sales process from lead generation to closing sales. Supported by various teams, this position aims to make a significant impact on communities through Granicus's solutions.
Responsibilities
- 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.
- Identify market trends, best practices, referrals, and new opportunity areas.
- Lead all stages of the sales process from lead generation to win/close.
- Conduct cold calls, sales meetings, demonstrations, and negotiations, both virtually and face-to-face.
- Perform initial qualification and discovery to assess clients' current environments, potential projects, and challenges.
- Utilize an engaging discovery process to uncover true sales opportunities.
- Prepare engaging presentations and demonstrations for groups ranging from 1 to 25 stakeholders.
- Collaborate with company resources and teams to leverage knowledge in leading the sales process.
- Build and cultivate relationships through effective communication and follow-up.
- Use Salesforce.com to track all sales activity and manage the sales funnel accurately.
- Monitor and communicate target market information to management.
- Exceed KPIs for daily, weekly, and monthly activity goals.
Requirements
- Proven success in software sales or highly technical consultative sales to business or government.
- Consistent record of outperforming quota in previous field sales positions.
- Experience managing a sales funnel with a variety of deal sizes, from less than $10,000 to over $100,000.
- Strong understanding of information technology and the ability to learn new technologies quickly.
- Experience working with various levels of customer leadership teams, from Managers to C-Level Executives.
- Proficient with MS Office product suites.
- Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills.
- Self-motivated and driven to succeed, with a willingness to go the extra mile.
- Ability to problem solve quickly and multi-task in a team atmosphere.
Nice-to-haves
- Previous experience with government or parliamentary procedure.
- Experience using Salesforce.com and Salesloft.
Benefits
- Flexible Time Off
- Medical (includes an option that is paid 100% by Granicus!)
- Dental & Vision Insurance
- 401(k) plan with matching contribution
- Paid Parental Leave
- Employer-paid Short and Long Term Disability Insurance
- Group Term Life Insurance and AD&D Insurance
- Group legal coverage
