Business Development Manager

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 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.

Job Summary

The Territory Manager will work within the State and Local Government (SLT) Sales Team and focus on new cross-sell sales opportunity creation and win. This role is focused on selling to existing client partners at the local municipality level.

They will be responsible for building a market plan, proactive and intentional outreach, and continue through all phases of the sales process culminating in sales win/close. This position is supported by an account specialist team, marketing team, solution consulting team, and technical project managers.

Come see the impactful work we’ve done on communities across the country (and world!): Granicus is a remote first company (this isn’t temporary). While we have virtual teams, you have the option for in-office work should you be located near one of our hubs. We're looking for a candidate in the Pacific time zone.

What Your Impact Will Look Like

Client partnerships range from small towns, villages, and cities under 140K, to counties under 180K population

Develop a comprehensive sales strategy and business plans to up-sell and cross-sell new products and services to existing client partners within their assigned territory

Work to identify market trends, best practices, referrals, and new opportunity areas

Lead all stages of the sales process from lead generation to win/close

From cold calls to sales meetings, demonstrations to negotiation

Virtual and face-to-face meetings

Conduct initial qualification and discovery to determine client's current environment, potential projects, and challenges and goals to determine how Granicus solutions will help them achieve their goals

Use an engaging and penetrating discovery process to flush out true sales opportunities

Effectively listen and understand where a prospect is today and where they want to be, then develop a persuasive solution & teach the prospect what they may not have known

Teach client about market trends, challenges and issues they did not know existed, and share best practices, all in an effort to develop new sales opportunities

Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders

Work with company resources and teams to leverage knowledge in an effort to successfully lead the sales process

Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications · Use Salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close

Effectively manage your sales funnel and sales forecasting

Monitor and communicate target market information accurately to management

Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc.

Develop deep personal expertise and understanding of company solutions

Identify opportunities for new solutions or functionality of Granicus software

Stay current on industry trends and new or innovative approaches

Participate in selected industry activities, organizations/associations, and trade-shows as needed

Represent Granicus in a positive manner, foster trust, and reinforce thought leadership

Other duties as assigned

You Will Love This Job If You Have

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 $10-$50K of annual recurring revenue

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

Previous experience with government or parliamentary procedure is a plus

Proficient with MS Office product suites · Experience using Salesforce.com is a plus, but not required

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

About Us

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 bea 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 andsometimes difficult issues ranging from mental health to work-life balance and current affairs.