Job description

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 . 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.com 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. • 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 • 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 USD $75,000.00 - USD $85,000.00 /Yr. 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 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 . At Granicus, we offer a comprehensive and flexible benefits package designed to support your well-being, growth, and work-life balance—starting from day one. Here’s what you can expect as a U.S.-based team member: Flexibility & Balance • Flexible Time Off – Take the time you need to rest, recharge, and live your life. • Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health. • Work From Home Reimbursement – Support a productive home office environment. Health & Wellness • Multiple Health Plan Options – Including a 100% employer-paid plan. • Employer HSA Contributions – When enrolled in a High-Deductible Health Plan. • Fitness Reimbursement Program – Stay active, your way. • On-Demand Mental Health Support – Access to Headspace and other wellness tools. Family & Future • Paid Parental Leave – For both birthing and non-birthing parents. • Traditional & Roth 401(k) – With a generous company match. • Life & AD&D Insurance – 100% employer-paid coverage for peace of mind. Growth & Recognition • Online Learning Platforms – Fuel your professional development. • Competitive Salary & Bonuses – Your contributions are valued and rewarded. 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.

Requirements

Must-haves

Serving the People Who Serve the People
Want to know more? See more of what we do here .
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
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

Nice-to-haves

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

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

gorest

Platform: icims
Effort: medium

Benefits

Benefits detected in the listing.

401(K)

Parental Leave

Wellness

Professional Development