Federal Account Executive – Evergreen
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Job Description
Federal Account Executive driving digital solutions for government agencies to enhance citizen engagement and communications. Collaborating with stakeholders to develop tailored strategies and close complex deals.
Responsibilities:
- Understand customer mission 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 agency management 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 trust foundation on which to provide guidance to enhance agency mission outcomes.
- Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles.
- Encourage all clients to become Granicus references.
- Follow a disciplined approach to maintain a differentiated solutions message that reduces time to identify and pursue a rolling pipeline of opportunities.
- Keep pipeline current and moving up the pipeline curve and into the sales funnel.
- Identify risk elements within Agency mission challenges and leveraging Granicus services portfolio to address.
- Leverage support organizations including Marketing, Inside Sales, Partners, and channels to develop qualified pipeline in the assigned territory.
- Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
- Develop effective mission-driven strategies for winning in a competitive environment.
- Ability to coalesce internal resources, including sales support, marketing, and solutions consultants, into a team approach in pursuing large deals.
- Meet and exceed quarterly and annual sales targets for new product and services goals.
- Write and present quarterly business reviews to Sales Management, Senior Management, and peers.
Requirements:
- 8+ years of field sales experience in Digital solutions services or solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management.
- Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K - $600K+.
- Prior enterprise mission services sales experience within the Federal Government is required.
- Experience within the digital communications federal space is a major plus.
- Direct engagement with agency program office personnel, in pursuit of large services opportunities.
- Demonstrated effectiveness in differentiating company business value to partners, resellers, and integrators.
- Ability to incorporate competitive differentiation 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.
- Independently accountable for commitments and delivering the best performance by intelligent prioritization.
- Exceptional communication and presentation skills, both written and oral.
- Confident, competitive, thorough, flexible, and tenacious.
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.
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