Federal Account Executive (DoD) - Washington, DC

The Company Serving the People Who Serve the People 
Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.  
Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe. Want to know more? See more of what we do here.  
The Granicus Federal Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical. The existing Federal Sales team has established a baseline of Federal customers who have adopted the core Granicus Citizen Engagement communications software platform.  However, Granicus believes that significant opportunities exist to support the DOD with innovative digital services and solutions as well as provide a services wrapper leveraging the core Granicus software platform to help government customers in achieving their mission objectives.  It is against this backdrop that Granicus seeks to hire a new Federal Account Executive focused on the DOD to drive a consultative, solutions sales approach to best position Granicus as the digital innovation leader. This Account Executive will be responsible for both proactive outreach beginning with lead generation and continue through the sales-cycle funnel as well as leveraging and upselling from the existing base of Federal customers. Success metrics would include larger complex deals and engagement at higher levels within the target customer and the programmatic level when appropriate. This position is supported by an account development team, marketing department, and technical project managers.
#UnitedStates

What your impact will look like here

• Understand complex customer 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 DOD 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 strong and hire-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 foundation on which to harvest future business.
• Actively understand each customer’s mission objective, strategic growth plans, technology strategy, and competitive landscape. 
• Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve and into the sales funnel.
• Leverage support organizations including Marketing, Inside Sales, Partners, and channels to funnel pipeline into the assigned territory.
• Be proficient in and bring all Granicus offers to bear on sales pursuits including Platform Solutions, Services and Support offerings. 
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Develop effective strategies for winning in a competitive environment.
• Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects.
• Meet and exceed quarterly and annual