Director - Solution Advisory

About the Role

As Director - Solution Advisory at Blackline Systems, Inc., you will lead a team of solution advisory professionals, providing strategic guidance and technical expertise to prospective and existing clients. You will play a critical role in demonstrating the value of BlackLine's financial close and accounting automation solutions, driving successful sales cycles, and fostering strong client relationships.

Responsibilities

• Lead, mentor, and develop a high-performing team of Solution Advisors, ensuring their continuous growth and effectiveness in supporting sales initiatives.
• Develop and execute strategic plans for Solution Advisory engagement, aligning with overall sales and company objectives.
• Act as a subject matter expert on BlackLine's product suite, including financial close management, intercompany accounting, reconciliation, and other related solutions.
• Conduct in-depth discovery sessions with clients to understand their financial processes, pain points, and strategic goals.
• Design and deliver compelling, tailored demonstrations of BlackLine's platform, showcasing its capabilities and value proposition to diverse audiences, including C-level executives.
• Collaborate closely with sales teams throughout the entire sales cycle, providing technical support, answering complex questions, and addressing client concerns.
• Develop and deliver technical presentations, workshops, and proof-of-concept engagements for prospective clients.
• Stay abreast of industry trends, competitor offerings, and BlackLine product enhancements to continuously refine solution advisory strategies.
• Contribute to the creation of sales enablement materials, best practices, and training programs for the sales and solution advisory teams.
• Represent BlackLine at industry events, conferences, and webinars, presenting on relevant topics and showcasing our solutions.
• Participate in strategic account planning and collaborate with professional services to ensure successful client onboarding and adoption.

Requirements

• Bachelor's degree in Accounting, Finance, Information Systems, or a related field; MBA or CPA preferred.
• 10+ years of experience in solution engineering, solution architecture, presales, or consulting roles, with a strong focus on financial software solutions.
• 5+ years of experience in a leadership or management role, leading and developing presales or solution advisory teams.
• Deep understanding of financial close processes, accounting principles (GAAP/IFRS), and financial reporting.
• Proven expertise in presenting complex technical concepts to both technical and non-technical audiences, including executive-level stakeholders.
• Exceptional communication, presentation, and interpersonal skills, with the ability to build rapport and influence decision-makers.
• Strong analytical and problem-solving abilities, with a consultative approach to understanding client needs and proposing solutions.
• Experience with BlackLine products or similar financial close automation platforms is highly desirable.
• Demonstrated ability to work effectively in a fast-paced, dynamic environment and manage multiple priorities.
• Proficiency in CRM software (e.g., Salesforce) and presentation tools (e.g., PowerPoint).
• Ability to travel up to 25-40% as needed.

Pay

Salary range: $169,000.00–$212,000.00. 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. 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.

Schedule

Candidates who live within a reasonable commute to one of our offices will work in the office at least 3 days a week. The role also requires up to 25-40% travel as needed.