SLED Enterprise Account Executive - Kentucky, Tennessee, Mississippi and Alabama

$100,000 - $140,000/Yr

Granicus - Saint Paul, MN

Full-time - Mid Level

Saint Paul, MN

Professional, Scientific, and Technical Services

About the position

The Enterprise Account Executive at Granicus is responsible for generating subscription sales for the Granicus Experience Cloud, focusing on helping state agencies and programs digitize their interactions with constituents. This role involves driving sales generation, collaborating with marketing teams, and leading pursuit teams for larger-scale opportunities, all while maintaining a client-centric approach to problem-solving and relationship-building.

Responsibilities

• Drive sales generation and foster market expansion within the designated territory.
• Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing.
• Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions.
• Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential.
• Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement.
• Guide and educate prospects through the purchasing journey, providing insights and assistance as needed.
• Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets.
• Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly.
• Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies.
• Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals.
• Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation.
• Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped.
• Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback.
• Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system.
• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends.

Requirements

• 5+ years of Public Sector sales experience in IT, information services, or business services sold on a subscription model.
• Demonstrated effectiveness selling through partners, resellers and/or integrators.
• Effective Prospecting and Opportunity Closure: Proven track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in successful closure of opportunities.
• Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes.
• Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines.
• Client-Centric Problem-Solving: Passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions.
• Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients.
• Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness.
• Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders.
• Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions.
• Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams.
• Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs.
• Strong Customer Orientation and Result Orientation: Deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets.
• Business Acumen: Strong understanding of business principles and market dynamics.

Nice-to-haves

• Experience in selling $100K+ deals as part of a diverse sales pipeline.
• Ability to manage 30 or more active opportunities and meet sales objectives by closing 15 or more opportunities per year.

Benefits

• Competitive base salary ranging from $100,000 to $140,000 USD.
• Opportunities for bonuses and commissions based on performance.