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For Companies 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 field sales, preferably in digital solutions or SaaS for federal agencies.
- Other info: Remote-first culture with a focus on inclusivity and employee well-being.
The predicted salary is between 72000 - 100800 £ per year.
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.
- 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 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.
- Ideally have both Product and Services background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed.
- You can travel at least 25% of the time (potentially 1-2 trips per month of 1-3 days)
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 including generation and management of opportunities, bids, deal closure, and client relationship management. 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.
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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 the specific needs and challenges of federal civilian agencies. Understanding their mission objectives will help you tailor your approach and demonstrate how Granicus can meet their unique requirements.
✨Tip Number 2
Network within the GovTech community, especially with professionals who have experience in federal sales. Attend relevant conferences or webinars to build connections that could lead to valuable insights and potential referrals.
✨Tip Number 3
Prepare to showcase your consultative sales skills by developing a few case studies or success stories from your previous roles. This will help you illustrate your ability to drive complex deals and engage with high-level stakeholders.
✨Tip Number 4
Stay updated on the latest trends and technologies in digital communications for the public sector. Being knowledgeable about current innovations will position you as a credible resource during discussions with potential clients.
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 achievements in your previous roles that relate to the responsibilities outlined in the job description.
Showcase Your Sales Acumen: In your application, provide examples of complex deals you've closed, particularly in the range of $300K - $600K. Highlight your consultative sales approach and how you've successfully engaged with C-level government customers.
Demonstrate Cultural Fit: Research Granicus' company culture and values. In your application, express how you align with their commitment to diversity, inclusion, and community impact, and share any relevant experiences that reflect these values.
How to prepare for a job interview at Granicus
✨Research Granicus and the GovTech Industry
Before your interview, take the time to understand Granicus' mission and the GovTech landscape. Familiarise yourself with their products and services, especially those related to digital communications for government agencies. This knowledge will help you demonstrate your genuine interest in the company and its goals.
✨Prepare for Consultative Selling Questions
Given the consultative nature of the Sales Account Executive role, be ready to discuss your approach to understanding customer needs and developing tailored solutions. Prepare examples from your past experiences where you've successfully identified client requirements and delivered effective solutions.
✨Showcase Your Federal Government Experience
Highlight your experience working with federal government clients, particularly within civilian agencies. Be prepared to discuss specific challenges these agencies face and how your skills can help address them. This will show that you understand the unique environment in which Granicus operates.
✨Demonstrate Strong Communication Skills
As a Sales Account Executive, you'll need to communicate effectively with various stakeholders. Practice articulating your thoughts clearly and confidently. Consider preparing a mock presentation on Granicus' offerings to showcase your presentation skills and ability to engage an audience.
