Sales Director, Federal

The CompanyServing the People Who Serve the PeopleGranicus 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.The RoleThe Federal Sales Director is responsible for managing a team of account executives charged with sales to Federal prospects and customers.What You'll DoMeet sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.Accomplish sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.Achieve sales operational objectives by contributing market sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining sales system improvements; implementing change.Establish sales objectives by creating a sales plan and quota in support of national objectives.Maintain and expand customer base by counseling enterprise account executives through account planning exercises and execution; building and maintaining rapport with key customers; identifying new customer opportunities through vertical account-based marketing tactics.Recommend product lines by identifying new platform opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.Accomplish organizational objectives by meeting and/or exceeding quarterly quota attainment for the business unit.Who You AreConfident, competitive, thorough, flexible, and tenacious.Proven to be capable of managing a team of 8-10 sales people.Capable of coaching a selling team responsible for $100K+ deals as part of a diverse sales pipeline.Goal-oriented and self-motivated.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 managing prospecting activity volume and related metrics.Skilled in executing account plans to scale state market growth over time.You Have Demonstrated Many of the FollowingPassion for public sector success.Client focus - the desire and ability to understand the drivers of client needs.Exceptional communication and presentation skills, both written and oral.Strong consultative approach to positioning services and technology to solve clients' business challenges.Significant accomplishments selling enterprise software, ERP, SaaS, Marketing/Communications technology, or marketing services.Success selling to State enterprise government entities.Impressive track record of C-Level sales activity.Demonstrated effectiveness selling through partners, resellers, and/or integrators.3+ years of field sales management experience in IT, Information Services, or Business Services and 8+ years of total field sales experience.What Your Impact Will Look Like HereMeet sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.Accomplish sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.Achieve sales operational objectives by contributing market sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining sales system improvements; implementing change.Establish sales objectives by creating a sales plan and quota in support of national objectives.Maintain and expand customer base by counseling enterprise account executives through account planning exercises and execution; building and maintaining rapport with key customers; identifying new customer opportunities through vertical account-based marketing tactics.Recommend product lines by identifying new platform opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.Accomplish organizational objectives by meeting and/or exceeding quarterly quota attainment for the business unit.The CultureAt 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.CompensationPotential base salary. Does not include bonus OR commission and benefits.COMPENSATION RANGE: $170,000-$190,000 USD + commission.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!Benefits:At Granicus, we offer a competitive benefits package that allows employees to tailor benefits to their needs. Benefits listed below are for employees based in the U.S.Flexible Time OffMedical (includes an option that is paid 100% by Granicus!), Dental & Vision Insurance401(k) plan with matching contributionPaid Parental LeaveEmployer paid Short and Long Term Disability Insurance, Group Term Life Insurance and AD&D InsuranceGroup legal coverageAnd more!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 with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.

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