SLED Strategic Account Manager - East (State)

$100,000 - $140,000/Yr

Granicus - Remote, OR

Full-time - Mid Level

Remote, OR

Professional, Scientific, and Technical Services

About the position

The Strategic Account Manager at Granicus plays a crucial role in nurturing and expanding existing accounts while driving new revenue in the Govtech SaaS vertical. This position involves serving as a trusted advisor to clients, negotiating contracts, collaborating with marketing teams, and leading sales efforts to enhance the interaction between government agencies and their constituents. The role is pivotal in ensuring client satisfaction and retention while achieving sales targets through strategic planning and execution.

Responsibilities

• Nurture and maintain complex existing accounts and foster market expansion within the designated territory.
• Serve as a trusted advisor to clients, offering strategic guidance and proactively addressing challenges or concerns.
• Negotiate contract renewals and service agreements, securing favorable terms while ensuring client retention and satisfaction.
• 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: 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.
• Success Metrics: Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year.
• Capable of selling $100K+ deals as part of a diverse sales pipeline.

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
• And more!