Account Manager Granicus
Do you want to be part of a company that is changing the way government operates? Granicus is a SaaS cloud platform that assists 1,000 government entities, including the US Congress, be more efficient and transparent. If you are passionate about selling and putting customers first, while making an impact on society, joining our team is the smartest career move you can make. At Granicus, our strategy is simple - we look for great people and empower them to turn their vision into reality.
About The Position:
This position is responsible for providing the highest quality sales and service to the current Granicus client accounts. The Account Manager is responsible for prospecting and expanding the customer base by understanding the client's current solution and determining how we can provide more value. Being familiar and comfortable speaking about SaaS solutions and technology is an important part of the position. Another key aspect of the position is client retention and success. The role has true opportunity for growth, potentially serving as a launch pad for an exciting career in a sales and customer care organization.
Reporting directly to the Director of Account Management, this position is responsible for providing the highest quality sales and service to about 100 of Granicus client accounts.
To this end, the responsibilities of the role are to:
Achieve/exceed quarterly and annual revenue quotas through upselling into the client base, executing on plans to reduce the product "white space" within your assigned client base.
Uncover potential sales opportunities through pro-activity (e.g. outbound calling, written communication etc.) and referrals from technical support/professional services.
The sales-oriented work (70% of position's time) involves in-person and online demos, solution scoping, proposal generation, management of the procurement cycle and the transition of deals to deployment.
Work with clients on contract renewals, providing breakdown of Monthly Managed Services, defend clients from competition and other business related requests
The service-oriented work (30% of time) has the Account Manager serving as an escalation point for top problems faced by clients, routing of client issues to the most appropriate personnel at Granicus and ensuring a high level of overall customer satisfaction by leveraging customer care and product management resources within the company.
Follow up with hot and warm client leads from marketing activities such as tradeshows, seminars, user conferences, webinars and referrals and manage them through the sales cycle.
Build customer relationships, loyalty and retention through exceptional sales/service, awareness and strong knowledge of Granicus product portfolio.
Attend national and local conferences.
Travel at least 7 -- 10 days a month to client locations.
Work a schedule that matches the time zone of client accounts represented as closely as possible.
Education & Experience:
BA/BS or equivalent 1 year of prospecting experience
Knowledge & Skills Requirements:
Software or SaaS Streaming Video Government
Strong verbal and written communication skills
Proven track record achieving measurable inside sales goals in an automated sales environment where accurate entry and management of lead data in a CRM system was required (min 1 year)
Salesforce.com CRM experience a plus
Proficient with standard corporate productivity tools (email, voicemail, MS Office)
Experience using social networking tools in a professional capacity
College degree or equivalent work experience Ability to articulate complex business concept in concise, simplified manner
Research and pre-call planning
Opportunity qualification and objection handling
Call structure and control
Time and territory management
High energy ? sense of urgency
Be able to work independently or as part of a team.
Positive and energetic phone skills
Excellent listening skills
Granicus provides award-winning cloud-based technologies for government transparency, legislative efficiency, and citizen engagement. Thousands of agencies use our government cloud platform and product suites to establish meaningful connections with their citizens while reducing operational costs across their organization. Granicus has been recognized the past four years for being one of the fastest growing company private companies in the U.S., San Francisco, and the Silicon Valley by Deloitte LLP, the San Francisco Business Times, and Inc. Magazine. For more information about Granicus visit: Granicus Website Granicus Blog Twitter Facebook LinkedIn
Granicus is an affirmative action and equal opportunity employer. In order to ensure equal employment opportunity for every applicant, hiring decisions will be made without regard to race, religion, sex, sexual orientation, age, national origin, veteran status, or disability. Granicus is firmly committed to a policy and practice of non-discrimination of employment, and Granicus will fully comply with all applicable federal, state, and local statutes of employment.
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