The Business Development Manager (BDM) represents all Granicus products in the UK Government marketplace with responsibility for client acquisition and revenue growth in London public sector bodies, focused on Local Authorities.
This position reports directly to the VP of UK Sales and provides tremendous growth opportunity. Strong candidates will be focused on professional development and motivated to excel.
Working with multiple accounts simultaneously, the BDM has exceptional consultative selling skills, enjoys problem solving and is able to translate the capabilities of multiple technology platforms into specific benefits for a given government organisation.
The BDM has expertise selling software and related services to transformation, customer service, communication, public affairs and technology leadership within government / local government and brings a detail-oriented approach to the job and drives the entire sales process from lead generation to procurement working closely colleagues in other functional groups.
The Granicus Europe sales team is a dynamic, results driven group charged with driving new revenue in a young and energised cloud vertical.
Ours is a team that values individual initiative as well as teamwork. What we do makes a difference. Our products and services improve the efficiency of government and the quality of people's lives.
Join us to make a difference for the company and, most importantly, for our customers.
What You’ll Do :
Generate, develop and close sales opportunities within London public sector prospects and accounts, including enterprise deals.
Understand complex customer requirements for CRM, self-service, digital transformation and communications with the public, Develop and independently deliver custom presentations on Granicus solutions to revolutionise the prospect's interaction and engagement with the public
Develop effective strategies for winning in a competitive environment
Manage internal resources, including sales support, marketing, and solutions consultants to present a compelling case to prospects
Respond to RFPs, PQQs and Tenders leading the completion of bid documentation to win new contracts
Meet and exceed quarterly and annual sales targets
Manage all aspects of sales in your territory including; prospecting, activity tracking, opportunity management, revenue forecasting, contract management, and closing deals
Pursue leads generated by yourself and our inbound and outbound marketing efforts
Support the management team in developing sales strategies
Document all conversations, activities, and emails in our Salesforce CRM
Write and present quarterly business reviews to Sales Management, Senior Management
Peers travel about 50%
Skills & Requirements
Who You Are :
3+ years of field sales experience in CRM, Self-Service, Transformation, IT, Information Services, Digital Communications or Campaign Management
3+ Business Services sold on a subscription model
Proven track record of regularly achieving or exceeding Sales targets, and ability to evidence how your personal approach to planning, forecasting and delivery has led to this success
Understanding of UK government, especially Local Authorities
Confident, competitive, thorough, flexible, and tenacious
Proven to be capable of managing multiple active opportunities and meeting sales objectives
Capable of selling £200K+ deals as part of a diverse sales pipeline
Goal-oriented and self-motivated
Successful working independently as well as in a collaborative team
Excited about managing multiple simultaneous priorities in a fast-paced environment
Independently accountable for commitments and delivering the best performance by intelligent prioritisation
Proven in your ability and passion for prospecting - frequently breaking into new accounts
You have demonstrated many of the following :
Passion for Public Sector success
Client focus - the desire and ability to understand what drives a client's needs Exceptional communication and presentation skills, both written and oral
Significant accomplishments selling enterprise software, CRM, SaaS, Marketing / Communications Technology
Success selling to Central and / or Local Government entities
Impressive track record of C-Level sales activity
Deep knowledge of government procurement
Ideal requirements also include :
Familiarity with public sector Digital Communication, Campaign and Behavioral Change strategies
Understanding of Digital Transformation strategies and supporting technologies including
Customer Relationship Management (CRM)
Examples of Likely Performance Metrics :
Ability to clearly and concisely articulate the Granicus mission and how our solutions deliver it
Project a positive image of oneself and Granicus to others, at all times.
Ensure effective self-management and organisation.
Ensure and maintain a strong internal and external customer service focus.
Maintain effective communication with colleagues and the teams.
Operate within the Granicus’ policies, procedures and systems.