Principal Solutions Consultant

Serving the People Who Serve the People

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve-driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

Redefining What's Possible in Presales

The Principal Solution Consultant is the pinnacle of the individual contributor track at Granicus-a role reserved for deeply experienced, strategically minded professionals who elevate not just deals, but entire systems. Principals are trusted with our most complex opportunities, consulted on cross-functional decisions, and relied upon to set the standard for what great presales looks like.

Operating primarily in the U.S. Federal market, Principals support cabinet-level agencies and complex, multiyear engagements. Success requires comfort navigating long buying cycles, executive turnover, policy-driven urgency, and expansion-focused account strategy. The Principal is expected to shape demand, not simply respond to it. Principals are also expected to lead value framing and ROI articulation, translating solution outcomes into credible, measurable impact that helps agencies and sellers understand both return on investment and the cost of inaction. The Principal is expected to shape demand, not simply respond to it.

This is a role defined by clarity, velocity, and impact. Whether leading enterprise-level solution strategy, authoring internal intellectual property, or mentoring peers, the Principal is a steward of outcomes and a standard bearer for presales excellence.

About Our Team

We are a collaborative, mission-driven group of presales professionals who are driven by purpose, guided by curiosity, and committed to continuous improvement. We believe in the power of technology to improve lives. We partner closely with sales, product, and marketing to connect government agencies with solutions that create measurable impact.

Our team values humility, creativity, and mutual support-and we celebrate small wins as much as major milestones. You'll be joining a supportive environment where questions are encouraged, mistakes are part of learning, and continuous growth is the expectation.

How We Show Up to Work

We approach every engagement with empathy, professionalism, and a deep respect for the complexity of public sector work. We show up prepared, curious, and ready to help-whether we're collaborating with a teammate, guiding discovery, or leading a solution presentation. We believe how we show up matters just as much as what we deliver.

We trust each other, give feedback generously, and strive to model integrity and thoughtfulness in everything we do.

What We're Looking For

* 10+ years of experience in presales, consulting, solution architecture, or enterprise SaaS strategy

* Experience operating inside or adjacent to federal agencies, or advising them at a systems level (policy, operations, digital transformation)

* Demonstrated ownership of complex, high-stakes opportunities from discovery through design and alignment

* Executive-level communication skills with experience influencing technical, programmatic, and business stakeholders inside and outside the organization

* Experience applying value engineering or ROI frameworks to support executive decision-making, investment justification, or outcome-based selling in complex environments

* A track record of internal thought leadership through reusable frameworks, templates, or enablement assets

* A reputation for mentorship, thought leadership, and setting standards of excellence in presales or GTM functions

* Deep understanding of public sector challenges and how technology can drive transformation

Key Responsibilities

* Own federal solution strategy for complex, enterprise level opportunities, serving as the keystone that unifies existing and emerging technology capabilities, services, integration considerations, and future state architecture

* Support and shape enterprise level federal capture and expansion strategies, including multiprogram, multistakeholder opportunities

* Act as the presales point of integration, proactively aligning Sales, Product, Security, and Professional Services around a shared point of view

* Prepare executive level narratives and artifacts for federal CIO, OCIO, and program leadership audiences, including security, governance, and mission alignment considerations

* Develop and apply scalable value engineering frameworks, identifying the key metrics that matter for each solution and translating them into clear, defensible ROI and impact narratives that support executive alignment and internal justification

* Translate customer insight into action, serving as a primary conduit between the field and Product/Emerging Solutions teams to influence roadmap, positioning, and GTM readiness

* Raise the bar for the Solutions function, mentoring peers, contributing reusable IP, and representing presales in internal strategy forums and customer-facing briefings

How Success Is Measured

* Measurable improvement in pipeline quality, deal velocity, and enterprise expansion outcomes

* Clear articulation of measurable value, including ROI and cost of inaction narratives that support decision-making and deal progression

* Recognition by Sales, Product, and Executive Leadership as a trusted strategic partner

* Adoption of enterprise grade solution artifacts (e.g., capture narratives, expansion frameworks, executive POVs) across multiple opportunities or agencies

* Reduced friction in cross functional alignment for complex federal deals

* Visible contribution to team culture, coaching, and presales standards of excellence

* Operates with autonomy, precision, and foresight-enabling the business to move faster and smarter

While this role carries a strong strategic and advisory component, it sits within the Revenue organization and is directly accountable for supporting growth outcomes.

This is a rare role for a rare kind of contributor. The Principal Solution Consultant is a builder, a connector, and a standard bearer for excellence across the entire customer journey.

Don't have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don't meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Security and Privacy Requirements

Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
  a part of our journey.
• A few culture highlights include - Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions - Our employees get to interact with our CEO on very important and
  sometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee
  population
  
  

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place - quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

Flexibility & Balance

• 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.