Business Development Manager

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

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!