Enterprise Account Executive

📋 Description

• Drive sales growth and promote market development within the specified territory.

• Work closely with the Marketing Team to maintain a strong lead pipeline and effective lead nurturing strategies.

• Develop and present persuasive value propositions to prospective clients, emphasizing the distinctive advantages of our solutions.

• Enable collaborative selling initiatives with partners, leveraging synergies to enhance sales opportunities.

• Lead pursuit teams for larger-scale projects, coordinating efforts for thorough client engagement.

• Guide and support prospects throughout the buying process, offering insights and assistance as required.

• Create and implement a detailed sales strategy focused on exceeding established sales objectives.

• Acquire a thorough understanding of complex customer needs across operational, business, and technical realms, customizing solutions accordingly.

• Independently craft and deliver tailored presentations on Granicus, showcasing its potential to transform public engagement strategies.

• Manage internal resources, including sales support, marketing, and solution consultants, to deliver impactful pitches and proposals.

• Supervise all sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiations.

• Actively seek leads generated through personal efforts and marketing campaigns, ensuring no opportunity is overlooked.

• Collaborate with the management team to develop sales strategies, utilizing market insights and client feedback.

• Keep detailed records of all interactions, activities, and correspondence in our Salesforce CRM system.

• Prepare and present quarterly business reviews to Sales Management, Senior Management, and peers, providing thorough insights into sales performance and market trends.

• Be ready to travel approximately 50% of the time to effectively engage with clients and prospects.

⛳️ Requirements

• A minimum of 5 years of Public Sector sales experience in IT, information services, or business services offered on a subscription basis.

• Proven effectiveness in selling through partners, resellers, and/or integrators.

• Effective Prospecting and Opportunity Closure: A demonstrated history of successfully identifying and nurturing sales leads through both direct outreach and in-person interactions, resulting in successful deal closures.

• Proficient in CRM Utilization: Skillfully uses customer relationship management software to effectively track leads, manage opportunities, and optimize sales processes, ensuring thorough follow-up and nurturing of prospects.

• Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced settings, skilled at managing multiple tasks and priorities under tight deadlines to enhance sales productivity and responsiveness to client needs.

• Client-Centric Problem-Solving: Shows a genuine commitment to helping clients overcome challenges, applying exceptional problem-solving skills to customize solutions that address their specific pain points and create value.

• Solution-Oriented Sales Approach: Implements sales processes within a solution-focused framework, emphasizing the development of strong client relationships and delivering compelling oral and written communication to effectively convey value propositions and drive sales results.

• Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technological tools and platforms to boost sales effectiveness, using digital resources to streamline processes, gather insights, and engage prospects.

• Navigating Complex Sales Environments: Proficient in navigating committee-driven sales settings with multiple stakeholders and decision-makers, skilled at building consensus and overcoming objections to achieve successful sales outcomes.

• Influencing Abilities and Persuasive Communication: Able to effectively persuade and influence potential clients to consider our solutions, utilizing compelling arguments and persuasive communication tactics to close deals.

• Interpersonal Effectiveness and Collaborative Relationship-Building: Proficient in establishing strong, trust-based relationships with clients and internal teams, fostering collaboration to achieve successful sales results.

• Forward-Thinking and Strategic Mindset: Exhibits a proactive approach and strategic mindset, capable of anticipating market trends and client needs to proactively adapt sales strategies for long-term success.

• Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and addressing customer needs, combined with a relentless focus on achieving sales targets and delivering measurable outcomes.

• Business Acumen: Displays a solid understanding of business principles and market dynamics, using this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability.

• Success Metrics: Proven capability to manage 30 or more active opportunities and meet sales objectives by closing 15 or more deals per year.

• Ability to sell $100K+ 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.