Granicus
Empowering a Modern Digital Government.
Federal Account Executive – Evergreen
Location
District of Columbia + 1 moreAll locations: District of Columbia, Washington
Posted
4 hours ago
Salary
$120K - $140K / year
8 yrs expEnglish
Job Description
• Understand customer mission 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 agency management 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 trust foundation on which to provide guidance to enhance agency mission outcomes.
• Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles.
• Encourage all clients to become Granicus references.
• Follow a disciplined approach to maintain a differentiated solutions message that reduces time to identify and pursue a rolling pipeline of opportunities.
• Keep pipeline current and moving up the pipeline curve and into the sales funnel.
• Identify risk elements within Agency mission challenges and leveraging Granicus services portfolio to address.
• Leverage support organizations including Marketing, Inside Sales, Partners, and channels to develop qualified pipeline in the assigned territory.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Develop effective mission-driven strategies for winning in a competitive environment.
• Ability to coalesce internal resources, including sales support, marketing, and solutions consultants, into a team approach in pursuing large deals.
• Meet and exceed quarterly and annual sales targets for new product and services goals.
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
Job Requirements
- 8+ years of field sales experience in Digital solutions services or solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management.
- Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
- Prior enterprise mission services sales experience within the Federal Government is required.
- Experience within the digital communications federal space is a major plus.
- Direct engagement with agency program office personnel, in pursuit of large services opportunities.
- Demonstrated effectiveness in differentiating company business value to partners, resellers, and integrators.
- Ability to incorporate competitive differentiation 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.
- Independently accountable for commitments and delivering the best performance by intelligent prioritization.
- Exceptional communication and presentation skills, both written and oral.
- Confident, competitive, thorough, flexible, and tenacious.
Benefits
- Flexible Time Off – Take the time you need to rest, recharge, and live your life.
- Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
- Work From Home Reimbursement – Support a productive home office environment.
- Multiple Health Plan Options – Including a 100% employer-paid plan.
- Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
- Fitness Reimbursement Program – Stay active, your way.
- On-Demand Mental Health Support – Access to Headspace and other wellness tools.
- Paid Parental Leave – For both birthing and non-birthing parents.
- Traditional & Roth 401(k) – With a generous company match.
- Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
- Online Learning Platforms – Fuel your professional development.
- Competitive Salary & Bonuses – Your contributions are valued and rewarded.
