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BlackLine Logo BlackLine · Sales

Principal Presales Consultant

United States 128000.00 - 160000.00 USD / Year · Job Posted May 04, 2026
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Job Description

The Principal Solutions Consultant will perform and demonstrate all of BlackLine's accounting modules to prospective customers. Principal Solutions Consultants will support the sales team and their development of positive and effective relationships with prospective clients and internal departments to ensure prospective client expectations are exceeded.

Job Responsibility

  • Partner with the Sales team through answering prospect technical, software, and accounting questions
  • Perform needs analysis calls on 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
  • Serve as a Moderator in the BlackLine Community
  • Educate prospects and clients through webinars, on-site training presentations, and trials
  • Prepare and deliver effective custom demonstrations using prospect data
  • Provide coverage, education, and application expertise by attending client/prospect roundtables, conferences and other events
  • Document relevant activities in Salesforce and other tools as assigned
  • Serve as a mentor to Solutions Consultants and Senior Solutions Consultants
  • Work with the Solution Consulting Enablement team to improve the quality of BlackLine demonstration systems
  • Participate in product review activities to provide insight in desired enhancements to BlackLine solutions
  • Other duties as assigned

Requirements

  • Extensive experience creating and delivering compelling presentations for BlackLine Solutions
  • Strong ability to demonstrate and persuade using influencing skills and relating to prospective customers in a consultative manner
  • Strong communication and teamwork skills
  • Demonstrated ability to build relationships and trust with prospects/clients
  • Proven ability to understand and address prospective client objections
  • Strong ability to match product functionality to the prospects' business needs
  • Demonstrate integrity, trustworthiness, and good judgment
  • Expert knowledge of the operation of commercial business accounting departments
  • Strong accounting knowledge
  • Minimum 4 years enterprise level experience as a Solutions Consultant
  • Bachelor's degree in Accounting, Economics, or Business Administration or work equivalent
  • Previous enterprise level experience as a Solutions Consultant

What we offer

  • short-term and long-term incentive programs
  • robust offering of benefit and wellness plans
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