Federal Account Executive

Federal Account Executive

Requirements

• 5+ years of experience in a hunter role selling Digital solutions services or SaaS to the DOD through solutions-based sales on a subscription model including generation and management of opportunities, bids, deal closure, and client relationship management.
• Prior sales experience to the Federal Government is required, DOD sales experience strongly preferred.
• Proven experience in managing active opportunities and meeting annual sales objectives by pursuing and capturing complex mission-oriented solutions between $300K – $600K+.
• Significant accomplishments selling enterprise software or digital services, SaaS, digital communications technology, or marketing services to C-level government customers.
• Demonstrated effectiveness selling through partners, resellers, and/or integrators.
• Ability to project a professional presence 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.
• Goal-oriented and self-motivated and successful working independently and in a collaborative team.
• Excited about managing multiple simultaneous priorities in a fast-paced environment.
• Independently accountable for commitments and delivering the best performance by intelligent prioritization.
• Client focus – the desire and ability to understand the drivers of client needs.
• Exceptional communication and presentation skills, both written and oral.
• Confident, competitive, thorough, flexible, and tenacious.

Responsibilities

• Understand complex customer 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 DOD 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.
• Establish strong and hire-level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Actively understand each customer’s mission objective, strategic growth plans, technology strategy, and competitive landscape.
• Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. Encourage all clients to become Granicus references.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve and into the sales funnel.
• Leverage support organizations including Marketing, Inside Sales, Partners, and channels to funnel pipeline into the assigned territory.
• Be proficient in and bring all Granicus offers to bear on sales pursuits including Platform Solutions, Services and Support offerings.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Develop effective strategies for winning in a competitive environment.
• Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects.
• Meet and exceed quarterly and annual sales targets for new product and services goals.
• Support the management team in developing sales strategies.
• Document all conversations, activities, and emails in our Salesforce CRM.
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers.

Preferred Qualifications

• Prior enterprise business application software, implementation, or solution-based sales experience is preferred. Experience within the digital communications federal space is a major plus.