Principal Solutions Consultant

Granicus

3d • $140,000 - $160,000 • Remote

About The Position

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.

Requirements

• 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

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

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees