Account Executive - Eastern Canada

Serving the People Who Serve the People

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

This Account Executive position will play a key role in the Granicus Canada Sales team and will be responsible for driving new revenue across their assigned territory by way of pursuing net new customer acquisition as well as strategic cross-sell and up-sell opportunities. This position will be expected to fully manage their territory, including developing a strategic territory plan, conducting proactive and intentional outreach, and leveraging cross-functional team members in an effort to build, foster, and strengthen relationships with municipal governments and government agencies to successfully position Granicus as the preferred partner to support their daily operational, communications, digital services, and other related initiatives.

Sales & Account Ownership:

• Own and manage an assigned territory of Canadian municipal government accounts (<150k population).
• Build, maintain, and progress a healthy pipeline across multiple product lines, ensuring adequate quota coverage to ensure successful attainment.
• Drive full-cycle sales efforts from prospecting and associated activities to successful contract negotiation and execution, utilizing a consultative, value & outcome-based selling approach.
• Lead all stages of the sales process from prospecting through contract negotiation and execution
• Maintain ownership of sales activity including cold calls, discovery meetings, technical discovery meetings, product demonstrations, etc.
• Virtual and face-to-face meetings
• Conduct initial qualification and discovery to determine client's initiatives and establish solution fit and client trust by aligning Granicus with the agency's desired outcomes
• Use an engaging and penetrating discovery process to flush out true sales opportunities
• Position yourself as a consultative partner by engaing our clients as a thought leader, discussion market trends, challenges, and blockers to the clients priorities 
• Prepare engaging presentations and partner with Solutions Consultants to conduct value-driven product demonstrations to groups ranging from 1 to 25 stakeholders
• Collaborate with cross-funtional resources to support the progression of pipeline and exeuction of closed won sales including resources from the solution consultant, business development, marketing, proposals, contracting and other teams.

Stakeholder Engagement:

• Provide compelling product demos and business cases to municipal decision-makers (CAOs, CIOs, Planning, Building, Communications, Clerks, etc.) and other team members.
• Navigate complex public-sector procurement processes and RFP responses.
• Build strong, trust & outcome-based relationships with municipal leaders and internal cross-functional partners.

Market Strategy:

To support successful territory planning and quota attainmnent, expect to:

• Represent Granicus as a subject-matter expert at regional events, conferences, and webinars.
• Stay current on municipal trends, legislation, and digital transformation initiatives across Canada.
• Contribute insights to product teams to help shape future development for the Canadian market.
• Other duties as assigned

Required:

• Proven pattern of success in software sales or highly technical consultative sales to business or government
• Consistent record of outperforming quota in previous field sales position(s)
• Successful record of managing a sales funnel with deals with an annual recurring revenue value between $10k-$200K+
• Strong understanding of information technology and multiple platforms, and the ability to learn new technologies quickly (LAN/WAN, web design, network security, and Audio/Visual technology)
• Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
• Proficient with MS Office product suites
• Experience using Client Relationship Management (CRM) platforms
• Exceptional communication, presentation, negotiation, closing, organizational, time management, and teamwork skills
• Self-motivated and driven to succeed; takes initiative, willing to go the extra mile
• Ability to problem solve quickly
• Ability to multi-task and work within a team atmosphere
• Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust
• Entrepreneurial spirit

Preferred:

• Previous government employment experience
• Familiarity with digital engagement, PCL (permitting, compliance, and licensing), websites, case management and other public sector specific solutions
• Located in Canada
• Billingual (English/French) is considered a strong asset
• Experince with public sector procurement, specifically evaluation or responding to RFXs
• Previously government or public sector transformation is considered a strong asset
• Experience with Salesforce CRM

Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Security and Privacy Requirements

• 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.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
  a part of our journey.
• A few culture highlights include – Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions – Our employees get to interact with our CEO on very important and
  sometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee
  population
  
  

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place — quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.