Note: The job is a remote job and is open to candidates in USA. Granicus provides cloud-based GovTech solutions that help governments engage with their constituents. The Strategic Account Manager will nurture and expand existing public-sector accounts, drive subscription sales for the Granicus Experience Cloud, manage complex sales opportunities, and develop strategic client and partner relationships.
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 25% of the time to engage with clients and prospects effectively
- 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
Skills
- We are looking for candidates based in Texas
- * Be prepared to travel approximately 25% of the time to engage with clients and prospects effectively
- * 3+ 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 $50K+ deals as part of a diverse sales pipeline
Benefits
- 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.
- 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.
- 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.
- Online Learning Platforms – Fuel your professional development.
- Competitive Salary & Bonuses – Your contributions are valued and rewarded.
- Employee Resource Groups to encourage diverse voices
- Remote-first work arrangement
Company Overview
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