Principal Professional Services Solutions Consultant

BlackLine

40d • $126,000 - $158,000 • Hybrid

About The Position

The Principal Professional Services Solutions Consultant (Principal PSSC) sells professional services related to BlackLine’s SaaS accounting software. The role manages the services sales process, consults with prospective and existing customers to understand business needs, estimates implementation effort, and prepares comprehensive Statements of Work (SOWs). The consultant combines sales acumen, technical knowledge, and project management skills to help customers adopt the software successfully.

The Principal PSSC is an expert in BlackLine products, finance operating models, industry standards and trends, competitor capabilities and limitations, and finance transformation. The role supports strategic opportunities with existing customers by identifying pain points, prioritizing objectives, aligning stakeholders on solutions and roadmaps, and designing services solutions documented in an SOW. For prospect opportunities, Sales Account Executives lead the sales cycle and involve Professional Services Solutions through established sales processes. The Principal PSSC also coordinates with BlackLine personnel to support knowledge transfer, project completion, and the customer journey.

This position works in a workplace combining virtual and in-person interactions. Candidates who live within a reasonable commute of a BlackLine office are expected to work in the office at least three days per week. The salary range is $126,000–$158,000, with placement depending on relevant experience, skills, and geographic location. Eligible employees may also receive short- and long-term incentives and benefits and wellness plans.

Requirements

• Proven experience selling SaaS or accounting-related software services.
• Strong knowledge of accounting principles and financial software applications.
• At least 8 years of experience in a customer-facing role.
• Ability to translate prospective and existing customer objectives into services solutions.
• Ability to estimate project complexity and effort required for software implementation.
• Experience drafting and negotiating Statements of Work.
• Excellent communication, presentation, and relationship-building skills.
• Ability to manage multiple services sales opportunities simultaneously.
• Familiarity with CRM tools, project management software, and accounting systems.
• Customer-focused approach and consultative selling skills.
• Strong analytical skills for effort estimation and project planning.
• Attention to detail, especially when drafting and reviewing SOWs.
• Ability to thrive in a fast-paced, dynamic environment.

Nice To Haves

• Knowledge of BlackLine products.
• Bachelor’s degree in Business, Accounting, Information Systems, or a related field (preferred).
• Deep understanding of SaaS implementations in the accounting domain.
• Combination of services-sales focus and technical aptitude.

Responsibilities

• Develop and manage a pipeline of services sales opportunities by identifying and targeting existing and prospective customers.
• Partner with Sales and Partner teams responsible for product sales on the services component of deals.
• Coordinate product demonstrations and consultations from a services sales perspective.
• Build and maintain customer and partner relationships, acting as a trusted advisor during the sales cycle.
• Collaborate with sales, technical, customer support, and other internal teams to align on customer requirements.
• Lead Professional Services solutioning for high-complexity customers and prospects, developing customized strategies and collateral as needed.
• Drive adoption and rollout of new Professional Services offerings, navigating ambiguity to deliver structured results.
• Analyze customer needs and business processes to understand implementation scope and complexity.
• Estimate effort for software setup, customization, integration, and training services.
• Manage discussions about project timelines, resources, and budgets based on customer requirements.
• Clearly communicate effort estimates and timelines to internal teams, customers, and partners.
• Apply retrospective learnings and collaborate with Professional Services teams to improve estimate accuracy.
• Prepare comprehensive SOWs outlining project scope, deliverables, timelines, and costs.
• Ensure SOWs define functional and technical requirements, out-of-scope elements, integrations, customizations, and training.
• Elicit, document, interpret, and translate client business outcomes for SOW creation and project delivery.
• Coordinate with Legal when necessary to ensure documents meet company standards.
• Work with product, customer success, and technical teams to ensure smooth sales-to-implementation handoffs.
• Provide a comprehensive Sales to Service handoff to support continuity in the customer journey.
• Contribute to team goals, process development and improvement, cross-organizational offering development or rollout, and team training and subject-matter expertise.
• Mentor and advise less experienced team members on BlackLine PSS and PS processes and procedures.
• Maintain current services sales activities, opportunities, and customer interactions in CRM tools.
• Provide regular, timely, and accurate forecasts for owned opportunities, communicating risks and forecast changes as needed.
• Meet or exceed services sales quotas and KPIs related to service bookings.
• Assist with ongoing development of Go To Market playbooks.
• Work with product, marketing, and services teams to develop assets such as workshop enablers, use cases, competitive comparisons, sales and partner training, whitepapers, and webcasts.

Benefits

• Professional development seminars
• Inclusive affinity groups
• Short-term and long-term incentive programs, subject to eligibility
• Benefit and wellness plans

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed