At a Glance
- Tasks: Drive sales and build relationships with federal customers in the digital solutions space.
- Company: Granicus transforms Govtech, connecting governments with communities through innovative technology.
- Benefits: Enjoy flexible time off, comprehensive health insurance, and a competitive 401(k) plan.
- Why this job: Join a mission-driven team making a real impact in public sector communications.
- Qualifications: 5+ years in digital solutions sales, especially within federal government agencies.
- Other info: Remote-first culture with a focus on inclusivity and employee well-being.
The predicted salary is between 72000 - 100800 £ per year.
The Company serves 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.
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 upsell innovative digital services and solutions and provide a services wrapper leveraging the core Granicus software platform to help government customers in achieving their mission objectives.
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 Civilian Agencies 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.
- Establish strong and high-level relationships based on knowledge of customer requirements and commitment to value.
- Build 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 sales targets for new product and services goals.
- Support the management team in developing sales strategies.
- Document all conversations, activities, and emails in our Salesforce CRM.
- Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
You will love this job if you have:
- 5+ years of field sales experience in Digital solutions services or SaaS and solutions-based sales on a subscription model.
- Hybrid background to include consultative sales of digital solutions and services while also having a software sales mindset.
- Prior enterprise business application software, implementation, or solution-based sales experience is preferred.
- Experience within the digital communications federal space is a major plus.
- Prior sales experience within the Federal Government/Public Sector with a focus on Civilian Agencies is required.
- Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
- Significant accomplishments selling enterprise software or digital services, SaaS, digital communications technology, or marketing services to C-level government customers.
- Demonstrated effectiveness selling through partners, resellers, and/or integrators.
- Ability to project a professional presence while preparing and conducting presentations to customers during all phases of the relationship.
- Possess an understanding of key negotiation terms and conditions and a general understanding of contractual structures for medium to highly complex consulting engagements.
- Ability to adapt and function effectively and independently in a fast-paced, changing environment.
- Strong Business Acumen with the ability to apply sound commercial judgment when demonstrating to our customers how our services will generate significant value and return on investment.
- Goal-oriented and self-motivated and successful working independently and in a collaborative team.
- Excited about managing multiple simultaneous priorities in a fast-paced environment.
- Independently accountable for commitments and delivering the best performance by intelligent prioritization.
- Client focus - the desire and ability to understand the drivers of client needs.
- Exceptional communication and presentation skills, both written and oral.
- Confident, competitive, thorough, flexible, and tenacious.
COMPENSATION RANGE: $100,000-140,000 USD
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.
The Impact:
We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place. We have so many powerful success stories that illustrate how our solutions are impacting the world.
The Benefits:
- 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.
Federal Account Executive (Civilian) - Washington, DC employer: Granicus
Contact Detail:
Granicus Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Federal Account Executive (Civilian) - Washington, DC
✨Tip Number 1
Familiarise yourself with Granicus' products and services, especially those related to digital communications for the public sector. Understanding how these solutions can address the specific needs of federal agencies will help you engage in meaningful conversations during interviews.
✨Tip Number 2
Network with professionals in the GovTech industry, particularly those who have experience with federal sales. Attend relevant conferences or webinars to connect with potential colleagues and gain insights into the challenges and opportunities within the federal market.
✨Tip Number 3
Research the current trends and challenges facing civilian agencies in the federal government. Being able to discuss these topics intelligently will demonstrate your understanding of the market and your ability to provide tailored solutions.
✨Tip Number 4
Prepare to showcase your consultative sales approach by developing case studies or examples from your past experiences where you've successfully engaged with government clients. Highlighting your ability to build relationships and drive complex deals will set you apart.
We think you need these skills to ace Federal Account Executive (Civilian) - Washington, DC
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in digital solutions and sales, particularly within the federal government or public sector. Use keywords from the job description to demonstrate your fit for the role.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of Granicus' mission and how your background aligns with their goals. Mention specific experiences that demonstrate your consultative sales approach and ability to build relationships with government clients.
Showcase Relevant Achievements: In your application, include quantifiable achievements from your previous roles, such as sales targets met or exceeded, successful projects, or significant deals closed. This will help illustrate your capability to drive revenue and meet objectives.
Prepare for Potential Interviews: While this is about the written application, it's wise to prepare for interviews by researching Granicus and its products. Be ready to discuss how you can contribute to their mission and provide examples of how you've successfully navigated complex sales cycles in the past.
How to prepare for a job interview at Granicus
✨Research Granicus Thoroughly
Before your interview, dive deep into understanding Granicus' mission, values, and the specific services they offer. Familiarise yourself with their recent projects and achievements in the Govtech industry, as this will help you align your answers with their goals.
✨Prepare for Consultative Selling Questions
Given the consultative nature of the role, be ready to discuss your approach to understanding customer needs and how you would tailor solutions to meet those needs. Prepare examples from your past experiences where you've successfully engaged with clients to drive sales.
✨Showcase Your Knowledge of the Federal Space
Highlight your experience within the federal government sector, especially with civilian agencies. Be prepared to discuss specific challenges these agencies face and how Granicus' solutions can address them, demonstrating your understanding of the market.
✨Demonstrate Strong Communication Skills
As a Sales Account Executive, effective communication is key. Practice articulating your thoughts clearly and confidently. You may be asked to present a mock pitch, so ensure you can convey complex information in an engaging and understandable manner.