The Principal Professional Services Solutions Consultant (Principal PSSC) will be responsible for selling services related to the company's SaaS accounting software. This role involves managing the services sales process, consulting with prospective and existing customers to understand their business needs,
estimating the level of effort for implementation, and preparing a comprehensive Statements of Work (SOW). The ideal candidate will have a blend of sales acumen, technical knowledge, and project management skills to effectively sell and guide customers through the software adoption process.
The Principal PSSC will be an expert in the BlackLine product, finance operating models, industry standards, emerging trends, competitor capabilities/limitations, and finance transformation. In addition, the Principal PSSC will be involved in strategic, existing BlackLine customer opportunities to capture pain points, prioritize objectives, and gain cross-functional alignment on the recommended solution and roadmap. The Principal PSSC will understand existing customer business needs and design solutions to meet those needs via an SOW. For prospect opportunities, Sales Account Executives will lead the sales cycle and involve the relevant functional groups including Professional Services Solutions (PSS) through the current ways of working in the sales cycle. The Principal PSSC will align with other BlackLine personnel to ensure proper knowledge transfer, project completion, and customer journey.
You'll Get To:
Sales and Customer Engagement:
• Develop and manage a pipeline of new business opportunities by identifying and targeting existing
and prospective customers.
• Partner with the Sales and Partner teams responsible for product sales to collaborate on the
services aspect of the deals.
• Coordinate product demonstrations and consultations to showcase how the accounting software
meets customer needs from a Services Sales perspective.
• Build and maintain strong customer and partner relationships, acting as a trusted advisor during
the sales cycle.
• Collaborate with internal teams (e.g. sales, technical, customer support) to ensure alignment on
customer requirements.
• Lead Professional Services (PS) solutioning for high-complexity customers and prospects,
developing customized strategies and tailored collateral to drive successful business outcomes,
as needed.
• Drive the adoption and successful rollout of new Professional Services (PS) oerings, proactively
navigating ambiguity to deliver structured, high-impact results.
Effort Estimation & Implementation Planning:
• Analyze customer needs and business processes to develop an accurate understanding of the
scope and complexity of each implementation project.
• Estimate the level of eort (LOE) for software setup, customization, integration, and training
services.
• Manage discussions on project timelines, resources, and budgets based on customer
requirements.
• Communicate eort estimations and timelines clearly to internal teams, customers and/or
partners.
• Apply retrospective learnings through eective communication and collaboration with PS teams
to improve accuracy of estimates.
Statement of Work (SOW) Creation:
• Prepare comprehensive Statements of Work (SOW) outlining project scope, deliverables,
timelines, and costs.
• Ensure SOWs clearly define all aspects of the engagement, including functional and technical
requirements, out of scope elements, integrations, customizations, and training.
• Elicit, document, interpret and translate client business outcomes to be used for SOW creation
and project delivery.
• Coordinate with Legal team where necessary to ensure all documents meet company standards.
Collaboration & Coordination:
• Work closely with the product, customer success, and technical teams to ensure seamless
handos from sales to implementation.
• Provide a comprehensive Sales to Service hand-o to ensure Continuity in the customer journey.
• Collaborate and contribute to team goals and successes, including development of new
processes, partnering cross-org to assist with oering development or rollout, identifying PSS
process improvements, and delivering training across the teams and subject matter expertise.
• Mentor and advise less experienced team members on BlackLine PSS and PS processes and
procedures.
Sales Support & Reporting:
• Maintain up-to-date services sales activities, opportunities, and customer interactions using CRM
tools.
• Provide regular updates and timely and accurate forecasts for owned opportunities on a regular
cadence. Communicate risks and changes to forecast timely and as needed.
• Meet or exceed services sales quotas and KPIs related to service bookings.
Go-To-Market Assets:
• Assist in the ongoing development of Go To Market playbooks.
Work closely with product, marketing and service to assist in the development of other assets (e.g.,
workshop enablers, use cases, competitive comparisons, sales/partner training, whitepapers, webcasts,
etc.)
What You'll Bring:
• Proven experience in selling SaaS or accounting-related software services.
• Strong knowledge of accounting principles and financial software applications (BlackLine preferred).
• Proven ability to translate prospective and existing customer objectives into services solutions
• 8+ years in a customer facing role
• Ability to estimate project complexity and the eƯort required for software implementation.
• Experience in drafting and negotiating Statements of Work.
• Excellent communication, presentation, and relationship-building skills.
• Ability to manage multiple service sales opportunities simultaneously.
• Familiarity with CRM tools, project management software, and accounting systems.
• Bachelor's degree in Business, Accounting, Information Systems, or related fields is preferred.
Key Competencies:
• Customer-focused with a consultative selling approach.
• 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.
We're Even More Excited If You Have: This role is ideal for someone who is both services sales-driven and technically adept, with a deep understanding of SaaS implementations in the accounting domain.
Salary Range:
$126,000.00-$158,000.00
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.
