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Granicus Account Executive in Denver, Colorado

Account Executive St. Paul, MN/Denver,CO/Washington, DC/Remote Job DescriptionGranicus provides technology and services that empower governmentorganizations to create seamless digital experiences for the people theyserve. By offering the industry's leading cloud-based solutions forcommunications, content management, meeting and agenda management, anddigital services to over 4,500 public sector organizations, Granicus helpsturn government missions into quantifiable realities. Granicus productsconnect more than 200 million people, creating a powerful network to enhancecitizen engagement. By optimizing decision-making processes, Granicusstrives to help government see better outcomes and a greater impact for thecitizens they serve.The Account Executive (AE) will work within the Small/Medium Government(SMG) Sales Team and focus on new sales opportunity creation and win. Thisrole is focused on selling to new prospective clients, or non-Granicusclients. The AE will be responsible for proactive outreach beginning with leadgeneration and continue through all phases of the sales process culminating insale win/close. This position is supported by an account development team,marketing department, and technical project managers.Key Focus:Opportunity/Funnel/Pipeline creationProactive client outreach within their assigned territoryBuild awareness, teach and develop new sales opportunitiesGoal - develop a healthy sales funnel of new opportunitiesMeet/Exceed all KPI metrics outlined by the management teamOpportunity winLead all aspects of the sales process from lead generation through win/closeGoal - Exceed sales quotaEssential Functions:Prospective clients range from small towns and villages, to cities andcountiesDevelop a comprehensive sales strategy and business plans to acquire newprospective clients within their assigned territoryWork to identify market trends, best practices, referrals, and newopportunity areasLead all stages of the sales process from lead generation to win/closeFrom cold call to sales meetings, demonstrations to negotiationVirtual and face-to-face meetingsConduct initial qualification and discovery to determine client's currentenvironment, potential projects, challenges and goals to determine howGranicus solutions will help them achieve their goalsUse an engaging and penetrating discovery process to flush out true salesopportunitiesEffectively listen and understand where a prospect is today and where theywant to be, the develop a persuasive solution and teach the prospect whatthey may not have knownTeach client about market trends, challenges and issues they did not knowexisted, and share best practices all in an effort to develop new salesopportunitiesPrepare engaging presentations and demonstrations to groups ranging from 1 to25 stakeholdersWork with company resources and teams to leverage knowledge in an effort tosuccessfully lead the sales processBuild and cultivate relationships both horizontally and vertically throughcommunications and conducting follow-up communicationsUse Saleforce.com to track all sales activities properly, keep allcontact/lead data accurate, create new opportunities, and moveopportunities thru all stages of the sales process from lead to win/closeEffective management of a sales funnel and forecastingMonitor and communicate target market information accurately to managementExceed KPIs for daily, weekly, and monthly activity goals for calls,appointments, demonstrations, sales meetings, etc.Develop deep personal expertise and understanding of company solutionsIdentify opportunities for new solutions or functionality of Granicus softwareStay current on industry trends and new or innovative approachesParticipate in selected industry activities, organizations/associationsand tradeshows as neededRepresent Granicus in a positive manner, foster trust, and reinforcethought leadership Skills and RequirementsExperience:Proven pattern of success in software sales

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