Note: The job is a remote job and is open to candidates in USA. Granicus is a leading Govtech company that develops technology to connect governments with their constituents and empower public sector communications. The Federal Account Executive role is focused on driving new revenue and upselling digital communication solutions to federal government agencies, managing complex sales cycles, and building strong client relationships. This position involves proactive outreach, strategic sales planning, and collaboration with internal teams to meet sales targets and deliver mission-driven solutions.
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 coalesceinternal 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
- Ideally have Services and Product background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed
- You can travel at least 30-40% of the time
- 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
Skills
- 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
- 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
- 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
- You can travel at least 30-40% of the time
- Experience within the digital communications federal space is a major plus
- Ideally have Services and Product background, the focus will be 50/50 in this territory with significant services lead opportunities needing to be developed
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.
Company Overview
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