Business Development Manager

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

📋 Description

• Formulate a detailed sales strategy and business plans to enhance the up-selling and cross-selling of products and services to current local-government client partners.

• Recognize market trends, best practices, referrals, and new areas of opportunity.

• Manage all phases of the sales process from lead generation to closing deals.

• Execute cold calls, conduct sales meetings, demonstrations, negotiations, and both virtual and in-person meetings.

• Assess and understand clients' existing environments, potential projects, challenges, and objectives.

• Create compelling solutions and inform prospects about relevant needs, market trends, challenges, issues, and best practices.

• Prepare presentations and demonstrations for audiences ranging from 1 to 25 stakeholders.

• Collaborate with account specialists, marketing, solution consulting, technical project managers, and other organizational resources.

• Establish and nurture relationships through effective communication and follow-up.

• Utilize Salesforce.com to monitor sales activities, manage contact and lead data, generate opportunities, and advance them through the sales pipeline.

• Oversee the sales funnel and sales forecasting activities.

• Track and relay target-market insights to management.

• Surpass daily, weekly, and monthly KPI activity targets.

• Cultivate expertise in Granicus solutions and pinpoint opportunities for new software capabilities or functionalities.

• Remain updated on industry trends and innovative methodologies.

• Engage in select industry events, organizations, associations, and trade shows.

• Represent Granicus positively, build trust, and reinforce thought leadership.

• Execute additional duties as assigned.

⛳️ Requirements

• Demonstrated success in software sales or highly technical consultative sales to business or government sectors.

• Proven track record of exceeding quotas in prior field sales roles.

• Successful experience managing a sales pipeline with deals valued between $10,000 and $50,000 in annual recurring revenue.

• Strong knowledge of information technology and various platforms, including LAN/WAN, web design, network security, and audio/visual technology.

• Quick adaptability to learn new technologies.

• Experience collaborating with customer leadership teams from Managers to Directors to C-Level Executives.

• Previous exposure to government or parliamentary procedures is advantageous.

• Competent in MS Office product suites.

• Familiarity with Salesforce.com is beneficial but not mandatory.

• Excellent communication, presentation, negotiation, closing, organizational, time management, and teamwork abilities.

• Self-driven and motivated to achieve success; proactive and willing to put in extra effort.

• Ability to solve problems swiftly.

• Capacity to juggle multiple tasks and thrive in a team environment.

• Strong sense of integrity and work ethic.

• Genuine interest in fostering strong, trust-based relationships.

• Entrepreneurial mindset.

• Accountable for maintaining the confidentiality, integrity, and availability of Granicus information assets per the company's information security program.

• Responsible for ensuring data privacy and completing necessary privacy training in line with company policies.

• Candidate must reside in the Pacific time zone.

🏝️ Benefits

• Remote-first company with an option for in-office work at company hubs.

• Employee Resource Groups available.

• Opportunities for informal coffee chats with the CEO, Mark.

• Microsoft Teams communities dedicated to wellness, arts, pets, family, parenting, and more.

• Special guest speakers addressing issues pertinent to employees.