Senior PS Solutions Consultant

About the role

The Senior Professional Services Solutions Consultant (Senior 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).

Responsibilities

• 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 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.
• Analyze customer needs and business processes to develop an accurate understanding of the scope and complexity of each implementation project.
• Estimate the level of effort (LOE) for software setup, customization, integration, and training services.
• Manage discussions on project timelines, resources, and budgets based on customer requirements.
• Communicate effort estimations and timelines clearly to both the customer and internal teams.
• 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.
• Coordinate with Legal team where necessary to ensure all documents meet company standards.
• Collaborate with product, customer success, and technical teams to ensure seamless handoffs from sales to implementation.
• Provide a comprehensive Sales to Service hand-off to ensure Continuity in the customer journey.
• Track services sales activities, opportunities, and customer interactions using CRM tools.
• Provide regular updates and reports on services sales forecasts, effort estimation trends, and project Budget versus actual.
• Meet or exceed services sales quotas and KPIs related to service bookings.
• Assist in the ongoing development of a 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.).

Requirements

• 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.
• 4+ years in a customer facing role.
• Experience in estimating project complexity and the effort 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.

Qualifications

• Bachelor’s degree in Business, Accounting, Information Systems, or related fields is preferred.

Skills

• 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.

Benefits

BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity. BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.

Pay

Salary Range: USD $100,000.00/Yr. - USD $125,000.00/Yr. 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.