Join a company that genuinely values its people! Granite Technology Solutions, headquartered in Montana, has locations in Bozeman, Missoula, Kalispell, and Helena. Established in 2003, we proudly employ over forty-five individuals and serve an extensive customer base of approximately 1,200 businesses across Montana and the surrounding areas. As a full-service technology company, we specialize in information technology systems and networks, low-voltage structured cabling and fiber optics, phone systems, surveillance camera systems, and door access systems. Currently, we are seeking a relationship-driven New Business Development Manager who enjoys building real connections, solving meaningful business problems, and helping organizations make smart technology decisions. This role is focused on developing new business, building trusted relationships with strong-fit prospects, and guiding opportunities from the first conversation through a successful handoff and early implementation. We are looking for someone who listens first, asks great questions, works well across teams, and takes ownership of the entire sales journey—not someone who simply closes the deal and moves on.

Compensation Package Base Salary:

$50,000

• $65,000 + Commission
• Total Comp $100K to $130K + Room for promotion and growth within the company Full benefit package
• medical, dental, vision, life insurance, AD&D, and employee assistance program Company matched retirement plans PTO, paid holidays, and Adventure Days (aka Floating Holidays) Flexible work/life balance

Essential Duties:

Build an intentional territory and target-account plan aligned with Granite's assigned markets, products, campaigns, and available delivery resources. Research accounts before outreach and prioritize organizations where Granite can create real value and deliver a strong customer experience. Lead management and follow-up Use referrals, community involvement, industry events, partner relationships, educational content, campaigns, and direct conversations to build familiarity and trust—not merely activity volume. Coordinate with Marketing and Customer Experience so outreach supports active customer conversations and builds familiarity with Granite. Create authentic person-to-person relationships before asking for a buying decision. Learn the customer's history, business model, priorities, people, pressures, and definition of a strong technology partnership. Communicate with clarity, relevance, simplicity, and proof. Avoid jargon, fear-based selling, unnecessary complexity, or generic "checking in." Lead with curiosity and useful questions rather than a product demonstration or predetermined pitch. Learn the customer's pain points, concerns, priorities, and desired outcomes. Continually assess whether an opportunity is a good fit for Granite and involve Sales Engineering, Projects, and Services in the assessment when appropriate. Consider customer expectations, willingness to participate, geography, serviceability, business and technical needs, solution fit, urgency, decision process, commercial viability, and Granite's capacity to deliver well. Prepare for every meeting by researching the organization, reviewing prior interactions, defining the purpose, and identifying the questions that must be answered. Begin with business discovery, including why now, pain points, business initiatives, customer-service expectations, risk, current provider experience, priorities, desired outcomes, and decision criteria. Document discovery information while it is fresh so it can follow the customer through assessment, proposal, onboarding, and service. Maintain enough technical credibility to discuss Granite's solutions, identify important issues, and recognize when a specialist is needed without attempting to replace the engineer. Engage technical and Sales Engineering resources early enough to validate the opportunity, complete the assessment, identify hidden issues, and develop an accurate scope. Translate discovery into clear business outcomes and work with specialists to build findings, recommendations, scope of work, pricing, implementation assumptions, and customer responsibilities. Present recommendations in language the customer understands, including what Granite learned, what matters, what Granite recommends, why it fits, what it will take, and what happens next. Ensure every active opportunity has a credible next action, responsible owner, and date. Correct stale dates, unsupported probabilities, missing contacts, and vague next steps. Maintain a 30/60/90-day forecast based on customer evidence and confirmed progress. Follow Granite's defined sales process from research and qualification through discovery, assessment, deal review, findings and recommendations, proposal, agreement, and transition to Projects. Maintain the complete sales package, including discovery notes, need-to-know information, technical assessment, scope of work, quote, signed documents, customer expectations, implementation assumptions, risks, and desired outcomes. Introduce the customer to the Project, TAM, and Services teams and clearly explain roles, next steps, responsibilities, timelines, and communication paths.

Operating Cadence:

Weekly:

Review target accounts, leads, customer meetings, opportunity movement, priority deals, 30/60/90 forecast, events, required resources, and obstacles. Maintain current HubSpot records, credible forecasts, dated next steps, prepared deal-review items, and follow-up commitments.

Biweekly or Monthly:

Participate in one-on-one meetings with the Sales Manager to review territory progress, discovery and communication coaching, pipeline quality, cross-functional needs, written commitments, resource decisions, and stalled opportunities.

Monthly:

Review results, gross margin, product mix, forecast accuracy, lead aging, target-account advancement, handoff quality, and process adherence. Establish next-month priorities and needed account or opportunity adjustments.

Quarterly:

Review territory plan, quota progress, pipeline health, target-account portfolio, product knowledge, market learning, and development plan. Update quarter priorities and skill-development commitments.

Annually:

Develop a documented territory/business-development plan aligned with Granite's sales and company goals, including target markets, account strategy, training, partner/referral strategy, and personal development.

Success Measures:

Performance should consider both results and the quality of how those results are produced: Growth and profitability: Quota attainment, new recurring revenue, one-time sales, gross margin, appropriate product mix, and profitable customer acquisition.

Pipeline and forecasting:

Pipeline health, forecast accuracy, opportunity aging, conversion, sales-cycle movement, and credible 30/60/90 visibility.

Target-account development:

Appropriate account coverage, mapped stakeholders, relationship depth, meaningful engagement, referrals, qualified discoveries, and progression toward active opportunities.

CRM and execution discipline:

HubSpot completeness, lead response, follow-through, next-step accuracy, close-date quality, notes, and documentation.

Deal and customer quality:

Customer fit, pricing discipline, clear decision criteria, accurate scope, complete sales package, and alignment between what was sold and what Granite delivers.

Handoff and teamwork:

Preparedness, responsiveness, resource coordination, reduced rework, clean kickoff, and effective collaboration across departments.

Customer trust:

Clarity, quality of communication, appropriate expectations, customer confidence, and long-term relationship potential. Activity is important, but activity without trust advancement, useful conversations, stakeholder relationships, or opportunity movement is not success.

Other Duties:

Participate in sales meetings, pipeline reviews, forecasting, deal reviews, strategic planning sessions, and coaching as requested. Collaborate closely with Marketing, Sales Engineering, Technical Account Management, Service, Projects, Finance, Operations, partners, and leadership. Perform other technology, Voice, or business-development sales tasks and projects as requested by management. Represent Granite professionally and consistently in all customer-facing, community, partner, and industry interactions.

Knowledge, Skills, and Abilities:

Must be able to achieve outstanding customer satisfaction and build long-term customer trust. Strong written, verbal, listening, presentation, negotiation, and follow-up skills. Must demonstrate a strong new-business, outbound sales, and relationship-development mindset. Must be relational, authentic, curious, organized, prepared, proactive, commercially aware, and accountable. Technically capable enough to conduct business discovery, recognize relevant technical issues, communicate credibly, and involve specialists appropriately. Comfortable with HubSpot, forecasting, opportunity management, quoting, documentation, data quality, and gross-margin concepts. Ability to manage multiple opportunities, stakeholders, priorities, and deadlines simultaneously. Must be calm and dependable under pressure and willing to communicate difficult information honestly and respectfully. Must be ethical and customer-first, including a willingness to say when Granite is not the right fit or when a customer does not need a proposed solution.

Experience/Education:

Prior sales and account-management experience required. Three to five or more years of outbound or new-business sales experience preferred. Experience in technology, managed services, telecommunications, cybersecurity, recurring-revenue, or complex B2B services strongly preferred. Working knowledge of Managed IT, cybersecurity, hosted voice/UCaaS, carrier services, AI-enabled solutions, structured cabling, surveillance, access control, and technology projects—or the demonstrated ability to learn these offerings. Experience using HubSpot, forecasting tools, opportunity management systems, quoting tools, documentation platforms, and Microsoft Office preferred. Familiarity with MSP environments and long-term client relationship models is a plus.

Physical Environment:

Work is performed in a remote, in-office, or hybrid setting depending on location and business needs. Must reside within the assigned territory. Able to travel to Granite offices, customer locations, community events, partner meetings, networking events, and industry activities as required. Ability to lift and carry up to 20 pounds. Work involves regular movement, computer use, and interaction at customer sites and events.

Compensation Package Base Salary:

$50,000

• $65,000 + Commission
• Total Comp $100K to $130K + Room for promotion and growth within the company Full benefit package
• medical, dental, vision, life insurance, AD&D, and employee assistance program Company matched retirement plans PTO, paid holidays, and Adventure Days (aka Floating Holidays) Flexible work/life balance

Pay:

$50,000.00

• $65,000.

00 per year

Benefits:

401(k) 401(k) matching Dental insurance Employee assistance program Flexible schedule Health insurance Health savings account Life insurance Paid time off Parental leave Referral program Vision insurance

Experience:

Sales or Account Management:

3 years (Required) Customer service: 5 years (Required)

IT Sales or Managed Service:

3 years (Preferred)

Phone System Sales:

3 years (Preferred)

Location:

Missoula, MT 59801 (Required) Ability to

Commute:

Missoula, MT 59801 (Required) Willingness to travel: 50% (Required)

Work Location:

In person