AI Solutions Advisor

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive demand by executing targeted outreach initiatives in collaboration with the AI GTM strategy team and the demand generation team to engage ideal customers.

• Perform a high volume of AI discovery calls with prospects in the public sector as well as with current Granicus customers.

• Implement structured discovery processes to pinpoint the customer’s most valuable AI and process automation opportunities.

• Collaborate with BDRs and AEs during the early stages of discovery, along with AI Value Engineers during the discovery and solutioning phases.

• Take ownership of opportunity progression from initial discussions to qualified opportunities; work with AI Process Analysts for ongoing opportunity advancement.

• Define and propose pre-sales engagements, which may include workshops, on-site working sessions, demonstrations, and forward-deployed team pilots.

• Maintain rigorous pipeline management in Salesforce, ensuring accurate meeting outcomes, qualification notes, next steps, and stage progression.

• Collaborate with RevOps and Marketing on lead routing, qualification criteria, and feedback loops to enhance top-of-funnel quality.

• Identify and communicate strategic customer patterns such as use cases, objections, and readiness gaps to Product, Product Marketing, and Marketing teams to refine Granicus’ AI solutions and GTM strategy.

• Partner with Account Executives across various segments to uncover Granicus AI opportunities within existing customers and prospects, serving as the AI expert during client-facing conversations.

⛳️ Requirements

• Over 5 years of experience in a customer-facing pre-sales, solution consulting, customer success, or discovery-focused role within a software company.

• Proven ability to manage a high volume of customer meetings; this role is ideal for someone eager to engage directly with customers.

• Proficient in AI, automation, and agentic concepts; capable of discussing the integration of AI into customer workflows from a business perspective without requiring deep technical expertise.

• Strong discovery capabilities: adept at asking insightful questions, listening for signals, and converting customer language into business challenges and use cases.

• Experience working within a matrixed go-to-market model alongside AEs, BDRs, marketing, and technical specialists.

• Familiarity with public sector or govtech environments, including understanding state and local government pain points, procurement processes, and budget cycles is advantageous.

• Proven history of generating qualified opportunities and collaborating with sales; performance is evaluated based on [meetings conducted, opportunities qualified, engagements scoped, and AI bookings].

• Exceptional written and verbal communication skills; comfortable presenting to director and executive-level stakeholders in government.

• Proficient in Salesforce with a commitment to maintaining disciplined CRM hygiene.

🏝️ Benefits

• Flexibility & Balance

• Flexible Time Off – Take the time you need to rest, recharge, and enjoy your life.

• Company-Wide Wellbeing Days – Paid days off to disconnect and prioritize your mental health.

• Work From Home Reimbursement – Support for creating a productive home office environment.

• Health & Wellness Multiple Health Plan Options – Including a 100% employer-paid plan.

• Employer HSA Contributions – Provided when enrolled in a High-Deductible Health Plan.

• Fitness Reimbursement Program – Maintain your activity levels in a way that suits you.

• On-Demand Mental Health Support – Access to Headspace and other wellness resources.

• Family & Future Paid Parental Leave – Available for both birthing and non-birthing parents.

• Traditional & Roth 401(k) – Accompanied by a generous company match.

• Life & AD&D Insurance – 100% employer-paid coverage for your peace of mind.

• Growth & Recognition Online Learning Platforms – Support for your professional development.

• Competitive Salary & Bonuses – Your contributions are recognized and rewarded.