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Account Manager

| Greater Denver Area

The Account Manager (AM) will work within the State and Local Government (SLT) 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 level. The AM 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.

What You Get To Do:

  • Client partnerships range from small towns and villages, to cities and counties, special districts, and school districts
  • 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 face-to-face meetings; predominantly remote meetings via phone/web
  • 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
  • Effectively manage your sales funnel and sales 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

What We Need In You:

  • 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)
  • Successful record of managing a sales funnel with 10-40 open opportunities, each with an average value between $10-$50K of annual recurring revenue
  • 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

Granicus is committed to providing equal employment opportunities without regard to race, age, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status

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Location

Across the street from the 18th and California light rail stop, we are on the 40th floor with the best 360 degree views of the Rockies.

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