SMG Account Manager

Job Description

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SMG Account Manager

$65,000 - $75,000 + commission*

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Job Description

The Account Manager (AM) will work within the State and Local Government (SLT) Sales Team and 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. The AM 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 You'll Do:

• Client partnerships range from small towns, villages, and cities under 140K, to counties under 180K population
• 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

Security Requirement:

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.

Skills & Requirements

Who You Are:

• 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

*starting rate may vary by experience and/or location*

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Qualifications

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
• Tuition & Training Reimbursement
• Paid Parental Leave
• Employer paid Short and Long Term Disability Insurance, Group Term Life Insurance and AD&D Insurance
• Group legal coverage
• Transit and/or parking supplement for office based employees
• Free snacks and drinks in our offices
• 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.

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