Account Executive
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Job Description
The Account Executive (AE) will work within the Small/Medium Government (SMG) Sales Team and focus on new sales opportunity creation and win. This role is focused on selling to new prospective clients, or non-Granicus clients. The AE will be responsible for proactive outreach beginning with lead generation and continue through all phases of the sales process culminating in sale win/close. This position is supported by an account development team, marketing department, and technical project managers.
Key Focus:
- Opportunity/Funnel/Pipeline creation
- Proactive client outreach within their assigned territory
- Build awareness, teach and develop new sales opportunities
- Goal - develop a healthy sales funnel of new opportunities
- Meet/Exceed all KPI metrics outlined by the management team
- Opportunity win
- Lead all aspects of the sales process from lead generation through win/close
- Goal - Exceed sales quota
Essential Functions:
- Prospective clients range from small towns and villages, to cities and counties, to state level entities and agencies
- Develop a comprehensive sales strategy and business plans to acquire new prospective clients 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 call to sales meetings, demonstrations to negotiation
- Virtual and face-to-face meetings
- Conduct initial qualification and discovery to determine client's current environment, potential projects, 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, the develop a persuasive solution and 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 Saleforce.com to track all sales activities 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
- Effective management of a sales funnel and forecasting
- 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 tradeshows as needed
- Represent Granicus in a positive manner, foster trust, and reinforce thought leadership
Skills & Requirements
Experience:
- Proven pattern of success in software sales or highly consultative sales to business or government
- Consistent record of outperforming quota in previous field sales position(s)
- Successful record of managing a sales funnel with deals valuing between $10-$100k ACV
- 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)
- 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
Soft Skills:
- Exceptional skills in the following: communication, presentation, negotiation, closing, organizational, and teamwork
- Not afraid of picking up the phone and speaking with someone, including cold calling
- Self-motivated and driven to succeed; takes initiative, willing to go the extra mils
- Able to handle rejections
- Critical/strategic thinking - able to problem solve quickly
- Attention to detail
- Ability to multi-task and work within a team atmosphere
- Ability to handle multiple priorities and goals
- Excellent time management and organizational skills
- Clear sense of integrity, work ethic, and a sincere interest in building strong relationships founded in trust
- Entrepreneurial spirit
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