Local Government Account Executive - AL, NC, SC, WV

About the role

The Account Executive will work within the Local Government (SMG) Sales Team and focus on new cross-sell sales opportunity creation and win. This role is focused on selling to existing client partners at the local municipality and county levels. They will be responsible for building a market plan, proactive and intentional outreach, and continue through all phases of the sales process culminating in sales win/close. This position is supported by an account specialist team, marketing team, solution consulting team, and technical project managers.

Responsibilities

• Client partnerships include small towns, villages, and cities and counties under 180K population
• 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
• Work to identify market trends, best practices, referrals, and new opportunity areas
• Lead all stages of the sales process from lead generation to win/close
• From cold calls to sales meetings, demonstrations to negotiation
• Virtual and in-person face-to-face meetings
• Conduct initial qualification and discovery to determine client's current environment, potential projects, and challenges and goals to determine how Granicus solutions will help them achieve their goals
• Use an engaging and penetrating discovery process to flush out true sales opportunities
• Effectively listen and understand where a prospect is today and where they want to be, then develop a persuasive solution & teach the prospect what they may not have known
• Teach client about market trends, challenges and issues they did not know existed, and share best practices, all in an effort to develop new sales opportunities
• Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders
• Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process
• Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications
• Use salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close
• Monitor and communicate target market information accurately to management
• Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc.
• Develop deep personal expertise and understanding of company solutions
• Identify opportunities for new solutions or functionality of Granicus software
• Stay current on industry trends and new or innovative approaches
• Participate in selected industry activities, organizations/associations, and trade-shows as needed
• Represent Granicus in a positive manner, foster trust, and reinforce thought leadership

Qualifications

• Proven pattern of success in software sales or highly technical consultative sales to business or government
• Consistent record of outperforming quota in previous field sales position(s)
• Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly (LAN/WAN, web design, network security, and Audio/Visual technology)
• Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
• Previous experience with government or parliamentary procedure is a plus
• Proficient with MS Office product suites
• Experience using salesforce.com is a plus, but not required
• Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills
• Self-motivated and driven to succeed; takes initiative, willing to go the extra mile
• Ability to problem solve quickly
• Ability to multi-task and work within a team atmosphere
• Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust
• Entrepreneurial spirit

Skills

• Software Sales
• Consultative Sales
• Market Research
• Customer Relationship Management
• Project Management
• Communication Skills
• Presentation Skills
• Negotiation Skills
• Time Management
• Teamwork

Benefits

At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one. Here’s what you can expect as a U.S.-based team member:

• Flexibility & Balance
• 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.
• Health & Wellness
• 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.
• Family & Future
• 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.
• Growth & Recognition
• Online Learning Platforms – Fuel your professional development.
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.

Pay

USD $70,000.00 - USD $85,000.00 /Yr.

Schedule

Remote-first