Senior PS Solutions Consultant
About The Position
The Senior Professional Services Solutions Consultant (Senior PSSC) sells 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). It combines sales, technical, and project-management skills to help customers adopt the software. The Senior PSSC serves as an expert on BlackLine products, finance operating models, industry standards and trends, competitor capabilities and limitations, and finance transformation. For strategic existing-customer opportunities, the consultant identifies pain points, prioritizes objectives, and builds cross-functional alignment around a recommended solution and roadmap. For prospective customers, Sales Account Executives lead the sales cycle and involve relevant functional groups, including Professional Services, according to established processes. The Senior PSSC also coordinates with BlackLine personnel to support knowledge transfer, project completion, and continuity in the customer journey. The role contributes to services sales pipelines and quotas, develops implementation estimates and SOWs, supports sales-to-implementation handoffs, tracks opportunities and forecasts, and helps develop go-to-market playbooks and other sales assets. Candidates near a BlackLine office are expected to work in the office at least three days per week; the company describes its workplace as combining virtual and in-person interactions.
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 implementation complexity and effort.
- 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 when drafting and reviewing SOWs.
- Ability to thrive in a fast-paced, dynamic environment.
Nice To Haves
- Knowledge of BlackLine is preferred.
- A bachelor’s degree in Business, Accounting, Information Systems, or a related field is preferred.
- Technical aptitude and a deep understanding of SaaS implementations in the accounting domain.
Responsibilities
- Develop and manage a pipeline of new services business 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 that show how the accounting software meets customer needs from a services-sales perspective.
- Build and maintain customer relationships and act as a trusted advisor during the sales cycle.
- Collaborate with sales, technical, and customer-support teams to align on customer requirements.
- Analyze customer needs and business processes to assess the scope and complexity of implementation projects.
- 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 to customers and internal teams.
- Prepare SOWs that define scope, deliverables, timelines, costs, functional and technical requirements, out-of-scope elements, integrations, customizations, and training.
- Coordinate with Legal when needed to ensure SOWs meet company standards.
- Work with product, customer success, and technical teams to support smooth handoffs from sales to implementation.
- Provide a comprehensive sales-to-service handoff to maintain 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-actual results.
- Meet or exceed services sales quotas and service-booking KPIs.
- Assist with developing go-to-market playbooks and assets such as workshop enablers, use cases, competitive comparisons, sales and partner training, whitepapers, and webcasts.
Benefits
- Short-term and long-term incentive programs, subject to eligibility.
- Benefit and wellness plans.
- Professional development seminars.
- Inclusive affinity groups.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
