Relationship Development Associate

Granite delivers advanced communications and technology solutions to businesses and government agencies throughout the United States and Canada. We provide exceptional customized service with an emphasis on reliability and outstanding customer support and our customers include over 85 of the Fortune 100. Granite has over $1.85 Billion in revenue with more than 2,100 employees and is headquartered in Quincy, MA. Our mission is to be the leading telecommunications company wherever we offer services as well as provide an environment where the value of each individual is recognized and where each person has the opportunity to further their growth and achieve success.

Granite has been recognized by the Boston Business Journal as one of the "Healthiest Companies" in Massachusetts for the past 15 consecutive years.

Our offices have onsite fully equipped state of the art gyms for employees at zero cost.

Granite's philanthropy is unparalleled with over $300 million in donations to organizations such as Dana Farber Cancer Institute, The ALS Foundation and the Alzheimer's Association to name a few.

We have been consistently rated a "Fastest Growing Company" by Inc. Magazine.

Granite was named to Forbes List of America's Best Employers 2022, 2023 and 2024.

Granite was recently named One of Forbes Best Employers for Diversity.

Our company's insurance package includes health, dental, vision, life, disability coverage, 401K retirement with company match, childcare benefits, tuition assistance, and more.

If you are a highly motivated individual who wants to grow your career with a fast paced and progressive company, Granite has countless opportunities for you.

EOE/M/F/Vets/Disabled

The Relationship Development Manager sales position focuses on cultivating and maintaining strong relationships with clients, aligning with executive leadership, and providing customized solutions from our suite of products, including WAN, VoIP, and Managed Services. The RDM plays a critical role in delivering exceptional client experiences, fostering account expansion, and ensuring alignment with client business objectives.

Key Responsibilities

1. Account Management & Upselling

• Manage assigned client accounts with a strong focus on upselling and cross-selling Granite's full suite of products.
• Develop account strategies to maximize revenue opportunities while maintaining high client satisfaction.

1. Client Reviews

• Collaborate with Granite Support to deliver comprehensive annual reviews tailored to each client's evolving needs.
• Ensure alignment between Granite's offerings and client business goals.

1. Solution Design

• Partner with Solutions Engineers to identify client technical and business challenges.
• Develop and present customized solutions to address these challenges effectively.

1. Salesforce & CRM Management

• Maintain and update all account-related information in Salesforce, ensuring 100% accuracy.
• Track and document account roadmaps, contact details, sales activities, forecasts, and client interactions.

1. Executive Engagement

• Build and maintain alignment with client C-level and VP-level executives.
• Facilitate executive-level meetings for high-value clients, including:




• 3+ annual meetings for accounts billing $50K+.
• At least 1 annual meeting for accounts billing $10K+.

1. Client Relationship Building

• Conduct at least seven in-person meetings per assigned account annually.
• Complete three quarterly business reviews with decision-makers to strengthen relationships and identify new opportunities.
• Establish and maintain relationships with multiple client contacts to serve as a trusted advisor.

1. Travel & On-Site Engagement

• Travel to client sites as needed (30-50% travel required) to build deeper relationships, deliver impactful presentations, and provide tailored solutions.

1. Professional Development

• Maintain certifications in Granite products, systems, and quarterly business review processes.
• Participate in initial and ongoing professional development and training sessions.

Required Qualifications

• Education: Bachelor's Degree required.
• Sales Experience: Demonstrated ability in account management, upselling, and cross-selling technical solutions.
• Communication Skills: Excellent verbal and written communication skills with the ability to present to executive-level audiences.
• Technical Aptitude: Understanding of WAN, VoIP, Managed Services, and other technical solutions.
• CRM Expertise: Proficiency in Salesforce with a proven track record of maintaining accurate and actionable data.

Preferred Qualifications

• Experience managing high-value client accounts and delivering measurable revenue growth.
• Strong relationship-building skills with executive and technical client stakeholders.
• Familiarity with Granite's product suite or similar industry offerings.