[Remote] Strategic Account Manager - Illinois

Note: The job is a remote job and is open to candidates in USA. Granicus is a company focused on transforming the Govtech industry by providing technology solutions that enhance the relationship between governments and their constituents. They are seeking a Strategic Account Manager to nurture existing accounts and drive new revenue within the Govtech SaaS vertical, helping local agencies digitize their interactions with citizens.

Responsibilities

• Nurture and maintain complex existing accounts and foster market expansion within the designated territory
• Serve as a trusted advisor to clients, offering strategic guidance and proactively addressing challenges or concerns
• Negotiate contract renewals and service agreements, securing favorable terms while ensuring client retention and satisfaction
• Collaborate closely with the Marketing Team to ensure a robust lead pipeline and effective lead nurturing
• Craft and communicate compelling value propositions to prospective clients, highlighting the unique benefits of our solutions
• Facilitate collaborative selling opportunities with partners, leveraging synergies to maximize sales potential
• Lead pursuit teams for larger-scale opportunities, orchestrating efforts for comprehensive client engagement
• Guide and educate prospects through the purchasing journey, providing insights and assistance as needed
• Develop and execute a comprehensive sales plan aimed at surpassing predefined sales targets
• Gain deep insight into intricate customer requirements across operational, business, and technical domains, tailoring solutions accordingly
• Independently create and deliver customized presentations on Granicus, showcasing its potential to revolutionize public engagement strategies
• Coordinate internal resources, including sales support, marketing, and solution consultants, to deliver compelling pitches and proposals
• Oversee all aspects of sales activities within the assigned territory, from prospecting and tracking to opportunity management, revenue forecasting, and contract negotiation
• Actively pursue leads generated through personal efforts and marketing initiatives, ensuring no opportunity is left untapped
• Assist in formulating sales strategies in collaboration with the management team, drawing on market insights and client feedback
• Maintain meticulous documentation of all interactions, activities, and correspondence in our Salesforce CRM system
• Prepare and deliver quarterly business reviews to Sales Management, Senior Management, and peers, providing comprehensive insights into sales performance and market trends
• Be prepared to travel approximately 30% of the time to engage with clients and prospects effectively

Skills

• 3+ years of Public Sector sales experience in IT, information services, or business services sold on a subscription model
• Demonstrated effectiveness selling through partners, resellers and/or integrators
• Effective Prospecting and Opportunity Closure: Demonstrates a track record of successfully identifying and nurturing sales leads through both direct outreach and in-person engagements, culminating in the successful closure of opportunities
• Proficient in CRM Utilization: Proficiently utilizes customer relationship management software to efficiently track leads, manage opportunities, and streamline sales processes, ensuring effective follow-up and nurturing of prospects
• Adaptability in Fast-Paced Environments: Thrives in dynamic, fast-paced environments, adept at managing multiple tasks and priorities under tight deadlines to maximize sales productivity and responsiveness to client needs
• Client-Centric Problem-Solving: Possesses a genuine passion for helping clients overcome challenges, employing exceptional problem-solving skills to tailor solutions that address their specific pain points and drive value
• Solution-Oriented Sales Approach: Executes sales processes within a solution-oriented framework, focusing on building strong relationships with clients and delivering persuasive oral and written communication to effectively communicate value propositions and drive sales outcomes
• Utilization of Technology for Sales Enhancement: Comfortable and experienced in leveraging technology tools and platforms to enhance sales effectiveness, utilizing digital resources to streamline processes, gather insights, and drive engagement with prospects
• Navigating Complex Sales Environments: Skilled in navigating committee-driven sales environments characterized by multiple stakeholders and decision-makers, adept at building consensus and overcoming objections to drive successful sales outcomes
• Influencing Abilities and Persuasive Communication: Capable of effectively persuading and influencing potential clients to consider our solutions, using compelling arguments and persuasive communication techniques to close deals
• Interpersonal Effectiveness and Collaborative Relationship-Building: Skilled in building strong, trust-based relationships with clients and internal teams alike, fostering collaboration and cooperation to drive successful sales outcomes
• Forward-Thinking and Strategic Mindset: Possesses a forward-thinking approach and strategic mindset, able to anticipate market trends and client needs to proactively tailor sales strategies for long-term success
• Strong Customer Orientation and Result Orientation: Demonstrates a deep commitment to understanding and meeting customer needs, coupled with a relentless focus on achieving sales targets and delivering measurable results
• Business Acumen: Exhibits a strong understanding of business principles and market dynamics, leveraging this knowledge to identify opportunities, mitigate risks, and make informed decisions that contribute to sales growth and profitability
• Success Metrics: Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
• Capable of selling $50K+ 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.

Company Overview

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