The position directly reports to the Field Sales Manager and will be responsible for meeting with and selling to a set of 300 to 500 pre-qualified prospects in our company’s #1 territory.  With over 100 clients in Southern California, the candidate is also responsible for up selling the territory’s current client base. This position is supported by an account development team, marketing department and a technical sales support manager. While 75% of the candidate’s meetings are set by the account development representatives, the candidate will be expected to prospect and cold call the remaining 25%. The aforementioned support allows our outside sales team to focus on the following objectives:

Primary Responsibilities:

·         Attend prospect meetings: Granicus on-site prospect meetings allow the outside sales representatives to take prospective clients through our proven methodology. Prospect meetings include but are not limited to: first gaining an understanding of the prospect’s current situation, then demonstrating our software and existing client sites to 5 to 25 stakeholders. Finally, the outside sales representative bridges the gap between where the prospect is today and where they want to be by creating a solution that combines our professional services, software and infrastructure.

·         Manage sales funnel by pushing opportunities through our pre-defined sales cycle stages. This involves helping the prospect through their process of deciding on a procurement method, determining fund allocation and getting the purchase approved by the governing body.

·         Attend regional and national trade shows and conferences.

The Ideal Candidate:

·         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 valuing between 20-100k

·         Bachelor's Degree in Communications, Business or related area is preferred

·         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)

·         Previous experience with the public meeting process or parliamentary procedure is a plus

·         Exceptional skills in the following: communication, presentation skills, negotiation, closing, organizational, and teamwork.

·         Clear sense of integrity, work ethic and a sincere interest in building strong relationships based upon competency and trust

·         Entrepreneurial spirit that propels you to go the extra mile

·         Computer Literacy: Microsoft Office Suite and Salesforce.com or similar CRM a plus