Principal AI Solutions Advisor

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

📋 Description

• Annually generate a pipeline of $1,000,000 by utilizing a professional network, partnerships, and relationships developed over 10+ years in government or public sector technology to drive demand through targeted outreach initiatives in collaboration with the AI GTM strategy team and demand generation team to identify ideal customers.

• Conduct a significant number of AI discovery calls with public sector prospects and current Granicus customers.

• Utilize AI to pinpoint key customers by analyzing budget, council, and other publicly available data, and develop hypotheses to guide strategic conversations with senior government officials.

• Execute structured discovery sessions to uncover the customer's most valuable AI and process automation opportunities.

• Collaborate with BDRs and AEs during the early stages of discovery, as well as with AI Value Engineers during the discovery and solutioning phases to encourage senior City, County, and State leaders to participate in co-development programs with Granicus.

• Manage the progression of opportunities from initial discussions to qualified opportunities; work with AI Process Analysts on ongoing opportunity development.

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

• Ensure disciplined pipeline management in Salesforce, which includes documenting meeting outcomes, qualification notes, next steps, and accurate stage progression.

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

• Identify strategic customer patterns such as use cases, objections, and readiness gaps to inform Product, Product Marketing, and Marketing teams, thereby refining Granicus’ AI solution and GTM strategy.

• Work alongside Account Executives across various segments to uncover Granicus AI opportunities within existing customers and prospects, and act as the AI expert during client-facing discussions.

⛳️ Requirements

• Over 10 years of experience in government in a senior leadership role with a focus on guiding technology initiatives or procuring cloud, SaaS, or AI solutions, and managing complex multi-agency strategic plans, or equivalent experience in public sector management consulting.

• Proficient in AI, automation, and agentic concepts; able to engage in informed discussions about the integration of AI within government workflows and from a business perspective without being a deep technologist.

• Familiarity with various business functions within local government, including, but not limited to, utilities, customer service/call centers, public records, boards/commissions, agendas, and public meetings.

• Strong discovery abilities: you ask insightful questions, listen for key signals, and translate customer language into business challenges and use cases.

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

• A proven history of generating qualified opportunities and collaborating with sales – performance metrics include meetings conducted, opportunities qualified, engagements scoped, and AI bookings.

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

• Proficient in Salesforce with a strong emphasis on disciplined CRM management.

🏝️ Benefits

• Employee Resource Groups that promote diverse voices.

• Coffee with Mark sessions – Employees have the opportunity to engage with our CEO on critical and sometimes challenging topics ranging from mental health to work-life balance and current events.

• Microsoft Teams communities centered around wellness, art, pets, family, parenting, and more.