Enterprise Account Executive - Western Canada

The Company 

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 their constituents together. We are on a mission to support our customers by 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 powering an unmatched Subscriber Network that uses 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.  

Our Canadian sales team needs a strong Enterprise-level, Western-Canada based Account Executive to join our team. The Granicus Sales Team is a dynamic, results-driven group charged with driving new revenue in a young and energized Cloud Vertical.

Our Sales Team values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people’s lives.

The Enterprise Account Executive generates subscription sales for our SaaS platform(s) and related Software as a Service (SaaS) services in our growing Canadian market and assigned sales territory. Due to the market-based aspect of the role, candidates should live in Western Canada.

Join us to make a difference for the company and, most importantly, for our customers. This position is focused on business development in the following markets: Canadian Municipal and Provincial and Federal government, and may include focus on energy, health, education and other special districts.

• Develop and implement an effective sales plan to meet or exceed established sales objectives
• Generate sales and promote market growth within the territory
• Work with Marketing Team to ensure strong lead flow
• Create & articulate compelling value propositions
• When appropriate, work with partners to manage joint selling opportunities
• Build and lead pursuit teams for larger opportunities
• Educate and guide prospects through the buying process
• Understand complex customer requirements for digital communications with the public, including operational, business, and technical categories
• Develop and independently deliver custom presentations on Granicus to revolutionize the prospect’s engagement with their constituents
• Collaborate with internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects
• Manage all aspects sales in your territory including prospecting, activity tracking, opportunity management, forecasting revenue, contract management and closing deals
• Pursue leads generated by yourself and our inbound and outbound marketing efforts
• Support management team in developing sales strategy
• Document all conversations, activities, and emails in our Salesforce CRM and other sales tools
• Write and present quarterly business reviews to Sales Management, Senior Management, and peers
• Travel about 20-30% of the time

• Confident, competitive, thorough, flexible, resilient, and tenacious
• Proven to be capable of managing 30 or more active opportunities and meeting sales objectives by closing 15 or more opportunities per year
• Experienced selling software and / or technology in the Canadian Government / Public-sector
• Capable of selling $100K+ deals as part of a diverse sales pipeline
• Goal-oriented and self-motivated
• 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
• Proven in your ability and passion for prospecting – frequently breaking into new accounts
• Client focused – the desire and ability to understand the drivers of client needs
• Possess Exceptional communication and presentation skills, both written and oral
• Have achieved significant accomplishments selling enterprise software, ERP, SaaS, marketing /communications technology, or marketing services
• Possess an impressive track record of C-level sales activity
• Highly effectives selling through partners, resellers and/or integrators
• 5+ years field sales experience in IT, information services, or business services sold on a subscription model, preferably to government
• French proficiency (Preferred)
• You can travel up to 20-30% of the time (potentially 1-2 trips per month of 1-3 days)

• 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.

Security and Privacy Requirements

1. 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.

2. 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. 

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! 

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.

Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status regarding public assistance, familial status, military or veteran status or any other status protected by applicable law.