Job SummaryIndividual will 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.
What Your Impact Will Look Like- Client partnerships range from small towns, villages, and cities
- 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
You Will Love This Job If You Have- Proven pattern of success in software sales or highly technical consultative sales to business or government
- Consistent record of outperforming quota in previous field sales position(s)
- Successful record of managing a sales funnel with deals valuing between $10-$50K of annual recurring revenue
- Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly (LAN/WAN, web design, network security, and Audio/Visual technology)
- Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
- Previous experience with government or parliamentary procedure is a plus
- Proficient with MS Office product suites • Experience using Salesforce.com is a plus, but not required
- Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills
- Self-motivated and driven to succeed; takes initiative, willing to go the extra mile
- Ability to problem solve quickly
- Ability to multi-task and work within a team atmosphere
- Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust
- Entrepreneurial spirit
Pay RangeUSD $110,000.00 - USD $150,000.00 /Yr.
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 BenefitsAt Granicus, we offer a
comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance-starting from day one.
Here's what you can expect as a U.S.-based team member:
Flexibility & Balance- Flexible Time Off - Take the time you need to rest, recharge, and live your life.
- Company-Wide Wellbeing Days - Paid days off to unplug and focus on your mental health.
- Work From Home Reimbursement - Support a productive home office environment.
Health & Wellness- Multiple Health Plan Options - Including a 100% employer-paid plan.
- Employer HSA Contributions - When enrolled in a High-Deductible Health Plan.
- Fitness Reimbursement Program - Stay active, your way.
- On-Demand Mental Health Support - Access to Headspace and other wellness tools.
Family & Future- Paid Parental Leave - For both birthing and non-birthing parents.
- Traditional & Roth 401(k) - With a generous company match.
- Life & AD&D Insurance - 100% employer-paid coverage for peace of mind.
Growth & Recognition- Online Learning Platforms - Fuel your professional development.
- Competitive Salary & Bonuses - Your contributions are valued and rewarded.
