SLED Strategic Account Manager - West (State)

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 State sales team is a dynamic, results driven group charged with driving new revenue in a growing Govtech SaaS vertical. Ours is a Team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives. The Strategic Account Manager nurtures and cross sells subscriptions for our Granicus Experience Cloud offering helping state agencies and programs digitize the interaction between government and its constituents. Join us to make a difference for the company and, most importantly, for our customers.

Responsibilities:

• Nurture and maintain complex existing accounts and foster market expansion within the designated territory.
• Serve as a trusted advisor to clients, offering strategic guidance and proactively addressing challenges or concerns.
• Negotiate contract renewals and service agreements, securing favorable terms while ensuring client retention and satisfaction.
• Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing.
• Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions.
• Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential.
• Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement.
• Guide and educate prospects through the purchasing journey, providing insights and assistance as needed.
• Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets.
• Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly.
• Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies.
• Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals.
• Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation.
• Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped.
• Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback.
• Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system.
• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends.
• Be prepared to travel approximately 50% of the time to engage with clients and prospects effectively.

You will love this role if you have:

• 5+ years of Public Sector sales experience in IT, information services, or business services sold on a subscription model.
• Demonstrated effectiveness selling through partners, resellers and/or integrators 
• Effective Prospecting and Opportunity Closure: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in the successful closure of opportunities.
• Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects.
• Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs.
• Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value.
• Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes.
• Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources to streamline processes, gather insights, and drive engagement with prospects.
• Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes.
• Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close deals.
• Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes.
• Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success.
• Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results 
• Business Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability.

Success Metrics:

• Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
• Capable of selling $100K+ deals as part of a diverse sales pipeline 

Potential base salary. Does not include bonus OR commission and benefits.COMPENSATION RANGE: $100,000-$140,000 USD
 Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit! 
Security and Privacy Requirements-     Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.-     Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.The Team- We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.
The Culture- At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be a part of our journey. - A few culture highlights include – Employee Resource Groups to encourage diverse voices- Coffee with Mark sessions – Our employees get to interact with our CEO on very important and sometimes difficult issues ranging from mental health to work-life balance and current affairs. - Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.-=- - We bring in special guests from time to time to discuss issues that impact our employee population 
The Impact- We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.
The Benefits 
At Granicus, we offer a competitive benefits package that allows employees to tailor benefits to their needs. Benefits listed below are for employees based in the U.S.
- Flexible Time Off- Medical (includes an option that is paid 100% by Granicus!), Dental & Vision Insurance- 401(k) plan with matching contribution- Paid Parental Leave- Employer-paid Short and Long Term Disability Insurance, Group Term Life Insurance and AD&D Insurance- Group legal coverage - And more!
 Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law. Apply