• Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts, accountable for pipeline creation, expansion, and bookings • Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals • Develop and execute strategic account plans aligned to agency missions, funding cycles, and procurement timelines • Build and maintain multi threaded relationships across agency stakeholders • Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization • Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets • Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors • Ensure compliance with Federal and SLED procurement rules, internal approval frameworks, and pricing guidelines • Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage

Role Description 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. What Your Impact Will Look Like: - Client partnerships range from small and mid-size towns, villages, cities, and 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. - 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. - Prepare engaging presentations and demonstrations to groups ranging from 1 to 25 stakeholders. - Use Salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities through all stages of the sales process from lead to win/close. - Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc. - Identify opportunities for new solutions or functionality of Granicus software. - Participate in selected industry activities, organizations/associations, and trade shows as needed. - Other duties as assigned. Qualifications - 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). - 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). - 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. - Clear sense of integrity, work ethic, and a sincere interest in building strong relationships that are founded on trust. - Entrepreneurial spirit. Requirements - 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. - Ability to problem solve quickly. - Ability to multi-task and work within a team atmosphere. Benefits - 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. - 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. - 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. - Online Learning Platforms – Fuel your professional development. - Competitive Salary & Bonuses – Your contributions are valued and rewarded.

• Gestionar y hacer crecer la cartera de clientes LAB en el territorio asignado. • Prospectar activamente y generar nuevas oportunidades de negocio ( hunting y farming ). • Realizar visitas presenciales a clientes y presentar soluciones técnicas de alto valor agregado. • Dar seguimiento integral al proceso comercial, desde lead hasta cierre y postventa. • Cumplir con objetivos comerciales y KPIs definidos. • Registrar y actualizar oportunidades, actividades y pipeline en CRM . • Coordinarse con equipos internos ( Customer Service , Operaciones, Marketing) para asegurar una excelente experiencia del cliente.

• Manage the day-to-day partner sales discussions, including pipeline and deal management, and ensure the commercial success of partnerships by working closely with regional sales leaders to align efforts with local goals • Identify pipeline gaps and develop action plans in collaboration with sales leadership • Engage in strategic account planning sessions with partners and internal teams • Lead regional and account-level sales co-selling motions • Assist with sales involvement in region-focused events, such as webinars and dinners, and collaborate on regional marketing initiatives with partners • Track partner performance and ensure regional and solution commercial goals are met