Federal Account Executive (DoD) - Washington, DC

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 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 support the DOD with innovative digital services and solutions as well as provide a services wrapper leveraging the core Granicus software platform to help government customers in achieving their mission objectives.  It is against this backdrop that Granicus seeks to hire a new Federal Account Executive focused on the DOD to drive a consultative, solutions sales approach to best position Granicus as the digital innovation leader.

This Account Executive will be responsible for both proactive outreach beginning with lead generation and continue through the sales-cycle funnel as well as leveraging and upselling from the existing base of Federal customers. Success metrics would include larger complex deals and engagement at higher levels within the target customer and the programmatic level when appropriate. This position is supported by an account development team, marketing department, and technical project managers.

#UnitedStates

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 DOD 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 experience in a hunter role selling Digital solutions services or SaaS to the DOD through 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 to the Federal Government is required, DOD sales experience strongly preferred.
• 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.
• Potential base salary. Does not include commission and benefits.

Potential base salary. Does not include 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.