• Understand customer mission requirements for digital communications with the public, including mapping to Executive Priorities within the Agency, office, or program. • Develop and independently deliver custom presentations on Granicus to revolutionize the prospect's engagement within the Public Sector. • Conduct detailed research and comprehensive analysis on the Federal Government Vertical, specific to Civilian Agencies and their business imperatives and challenges to drive demand generation. • Develop effective and specific sales strategies, territory, and account plans, leveraging all assets available (e.g., lines of service, marketing events, delivery resources) that represent pipeline growth and business opportunities. • Establishes agency management level relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). • Builds a trust foundation on which to provide guidance to enhance agency mission outcomes. • Lead designated territory, including customer/client relationships, prospect profiling, and sales cycles. • Encourage all clients to become Granicus references. • Follow a disciplined approach to maintain a differentiated solutions message that reduces time to identify and pursue a rolling pipeline of opportunities. • Keep pipeline current and moving up the pipeline curve and into the sales funnel. • Identify risk elements within Agency mission challenges and leveraging Granicus services portfolio to address. • Leverage support organizations including Marketing, Inside Sales, Partners, and channels to develop qualified pipeline in the assigned territory. • Advance and close sales opportunities through the successful execution of the sales strategy and roadmap. • Develop effective mission-driven strategies for winning in a competitive environment. • Ability to coalesce internal resources, including sales support, marketing, and solutions consultants, into a team approach in pursuing large deals. • Meet and exceed quarterly and annual sales targets for new product and services goals. • Write and present quarterly business reviews to Sales Management, Senior Management, and peers.