Principal Presales SAP Solutions ConsultantThe Principal Presales SAP Solutions Consultant will be the trusted advisor of the North America SolEx Accounts Manager/s in their activities aimed at increasing the BlackLine platform value. She/he will build with the regional SolEx Accounts Manager/s, at a solution level, the right ecosystem that will maximize BlackLine success. The Principal Presales SAP Solutions Consultant works within the SolEx Accounts portfolio, in conjunction with the SolEx Accounts Manager/s sales team, to support them in driving enhanced platform adoption, nurturing customer relationships, progressing key opportunities and maximizing incremental license revenue for BlackLine. The Principal Presales SolEx Solutions Consultant will provide support to the marketing, channels/alliances, and enablement team to help scale the presale efforts by leveraging SAP and GSIs.
You'll Get To:- Engage on SolEx deals identified in the pipeline.
- Engage on SAP (Non SolEx) deals when assigned.
- Evaluate the help needed in terms of BlackLine resources and leverage the knowledge of BlackLine and SolEx Accounts offering to grow the opportunity.
- Work with the BlackLine SolEx sales team to onboard quickly and efficiently new SolEx Accounts.
- Help in positioning BlackLine value into the SolEx Accounts key offers.
- Streamline the knowledge sharing at SolEx Accounts level in North America.
- Innovate and empower BlackLine Solutions Consulting team on SolEx Accounts engagement.
- Answer technical software and accounting questions.
- Perform needs analysis calls with prospective clients to thoroughly and accurately understand their challenges.
- Keep current on new product functionality and its proper use.
- Deliver relevant and pertinent demonstrations of all BlackLine modules based on prospect needs.
- Complete ROI Analysis for prospective clients.
- Assist with completion and review of requests for proposal and information (RFPs and RFIs).
- Provide and review BlackLine best practices, use case scenarios and prospective client stories both internally and externally (including community) to assist prospective clients with expanded use of application functionality.
- Prepare and deliver effective custom demonstrations using prospect data.
- Provide coverage, education, and application expertise by attending partner/client/prospect roundtables, conferences and other events.
- Attend and participate in periodic local and global meetings / training sessions.
- Document relevant activities in Salesforce and other tools as assigned.
- Actively support the handover process to the implementation team.
- Other duties as assigned.
What You'll Bring:- Experience creating and delivering compelling presentations
- Strong ability to demonstrate and persuade, using influencing skills and relating to prospective customers in a consultative manner
- Confident working with and tailoring financial / accounting systems
- Strong communication and teamwork skills
- Demonstrated ability to build relationships and trust with SolEx Accounts / prospects / clients
- Proven ability to understand and address partner / prospective client objections
- Strong ability to match product functionality to the prospects' business needs
- Demonstrate integrity, trustworthiness and good judgment.
Salary Range:$145,000.00-$182,000.00
Pay Transparency Statement:Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.
In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.
