Account Executive

The Company Serving the People Who Serve the People Granicus is driven by the excitement of building, implementing, and maintainingtechnology 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 Territory Manager 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. 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.
Come see the impactful work we’ve done on communities across the country (and world!): https://granicus.com/success-stories/
Granicus is a remote first company (this isn’t temporary). While we have virtual teams, you have the option for in-office work should you be located near one of our hubs. We're looking for a candidate in the Pacific time zone.

What You'll Do

• Client partnerships range from small towns, villages, and cities under 140K, to 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 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
• 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 trade-shows as needed
• Represent Granicus in a positive manner, foster trust, and reinforce thought leadership
• Other duties as assigned