Enterprise Account Executive

This is a fully remote position, open to applicants in Colorado, +1 more state.

📋 Description

• Create a steady flow of new opportunities through strategic prospecting, territory planning, referrals, events, and outreach to executives.

• Establish relationships with senior government officials and identify strategic initiatives that align with Granicus solutions.

• Leverage account research and stakeholder mapping to generate opportunities even without an active project or budget.

• Conduct outcome-oriented discovery discussions that address business challenges, citizen impact goals, operational inefficiencies, and executive priorities.

• Measure business value and formulate business cases that correspond with quantifiable customer outcomes.

• Connect customer goals to initiatives in digital transformation, constituent engagement, service delivery, and operational modernization.

• Qualify opportunities based on MEDDPICC principles while maintaining a comprehensive understanding of metrics, economic buyers, decision criteria, decision processes, and competitive positioning.

• Craft account-specific win strategies for intricate opportunities involving multiple stakeholders and extended procurement cycles.

• Recognize and mitigate deal risks while establishing mutual action plans with clients.

• Oversee territory planning, account prioritization, pipeline health, forecasting accuracy, and revenue achievement.

• Develop multi-year growth strategies to broaden Granicus' presence across various agencies and departments.

• Facilitate high-level discussions that promote customer purchasing decisions.

• Engage with agency leaders, IT executives, communications teams, program owners, and procurement stakeholders throughout the sales process.

• Assume responsibility for Granicus' information security, data privacy, and necessary privacy training.

⛳️ Requirements

• A demonstrable history of successfully generating a personal pipeline through prospecting efforts.

• Proficient in engaging senior executives and initiating strategic business discussions.

• Experience in identifying customer challenges and aligning solutions with desired business outcomes.

• Capacity to translate technical capabilities into business value for executive stakeholders.

• Proven experience managing complex, multi-stakeholder sales cycles involving executives, technical, operational, legal, and procurement participants.

• Familiarity with MEDDPICC, SPIN, Challenger, Value Selling, or similar qualification frameworks.

• Skill in developing mutual action plans and proactively managing sales risks.

• Understanding of how government entities assess, acquire, and implement technology solutions.

• Ability to navigate decision-making processes driven by committees and complex procurement procedures.

• Strong organizational skills and operational discipline in managing CRM and opportunity planning.

• Capability to adhere to Granicus' information security and data privacy requirements.

• No specific degree requirement stated; Granicus affirms that it does not have degree prerequisites for most positions.

🏝️ Benefits

• Flexible Time Off

• Company-Wide Wellbeing Days

• Work From Home Reimbursement

• Multiple Health Plan Options, including a 100% employer-paid plan

• Employer HSA Contributions when enrolled in a High-Deductible Health Plan

• Fitness Reimbursement Program

• On-Demand Mental Health Support, including 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 with 100% employer-paid coverage

• Online Learning Platforms

• Competitive Salary & Bonuses

• Employee Resource Groups

• Coffee with Mark sessions

• Microsoft Teams communities focused on wellness, art, pets, family, parenting, and more

• Special guest discussions on topics affecting employees