Senior PS Solutions Consultant
About The Position
The Senior Professional Services Solutions Consultant sells services related to BlackLine’s SaaS accounting software. The role manages the services sales process, consults with prospective and existing customers about their business needs, estimates implementation effort, and prepares comprehensive Statements of Work (SOWs). It combines sales, technical, and project-planning expertise to help customers adopt the software. The consultant is expected to develop expertise in BlackLine products, finance operating models, industry standards and trends, competitor capabilities and limitations, and finance transformation. For existing customer opportunities, the role identifies pain points, prioritizes objectives, builds cross-functional alignment on solutions and roadmaps, and designs services to meet customer needs. For prospect opportunities, Sales Account Executives lead the sales cycle and involve relevant functional groups, including Professional Services. The consultant also coordinates with BlackLine colleagues to support knowledge transfer, project completion, and the customer journey. The role develops services opportunities, supports product sales teams, consults with customers, estimates implementation scope and effort, manages discussions about timelines, resources, and budgets, and drafts SOWs covering scope, deliverables, costs, requirements, integrations, customizations, training, and exclusions. It supports sales-to-service handoffs, tracks sales activity and forecasts in CRM tools, reports on effort-estimation trends and budget versus actuals, meets services sales quotas and KPIs, and contributes to go-to-market playbooks and sales enablement materials. BlackLine describes its culture as open, accepting, and supportive of employee growth and learning, including professional development seminars and affinity groups. The workplace combines virtual and in-person interactions. Candidates within a reasonable commute of an office are expected to work there at least three days per week. The stated salary range is $100,000–$125,000, with additional short- and long-term incentive programs based on eligibility and benefit and wellness plans.
Requirements
- Proven experience selling SaaS or accounting-related software services.
- Strong knowledge of accounting principles and financial software applications.
- At least 4 years 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.
- Strong analytical skills for effort estimation and project planning.
- Attention to detail, particularly when drafting and reviewing SOWs.
- Ability to thrive in a fast-paced, dynamic environment.
Nice To Haves
- Knowledge of BlackLine products is preferred.
- A bachelor’s degree in Business, Accounting, Information Systems, or a related field is preferred.
- Deep understanding of SaaS implementations in the accounting domain and technical aptitude alongside services sales experience.
Responsibilities
- Develop and manage a pipeline of services 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 relationships and act as a trusted advisor during the sales cycle.
- Collaborate with sales, technical, customer support, product, customer success, and other internal teams to align on customer requirements and solutions.
- Analyze customer needs and business processes to understand implementation scope and complexity.
- Estimate the level of effort for software setup, customization, integration, and training services.
- Discuss project timelines, resources, and budgets from an SOW perspective, and communicate estimates and timelines clearly.
- Prepare comprehensive SOWs covering scope, deliverables, timelines, costs, functional and technical requirements, exclusions, integrations, customizations, and training.
- Coordinate with Legal as needed to ensure documents meet company standards.
- Coordinate sales-to-implementation handoffs and support continuity in the customer journey.
- Track services sales activities, opportunities, and customer interactions using CRM tools.
- Report on services sales forecasts, effort-estimation trends, and project budget versus actuals.
- Meet or exceed services sales quotas and KPIs related to service bookings.
- Assist with development of go-to-market playbooks and assets such as workshop enablers, use cases, competitive comparisons, sales and partner training, whitepapers, and webcasts.
- Align with BlackLine personnel to support knowledge transfer and project completion.
Benefits
- Professional development seminars
- Inclusive affinity groups
- Short-term and long-term incentive programs, based on eligibility
- Benefit and wellness plans
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
