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As a Sales Solution Architect, you’ll play a critical role in helping some of the largest and most sophisticated nonprofit organizations achieve their missions. You’ll partner closely with Sales, Product, Marketing, and Customer Success to lead complex, high‑impact sales pursuits—serving as both a trusted advisor to customers and a strategic technical leader internally. This is a senior, highly visible role designed for someone who thrives at the intersection of strategy, technology, and executive engagement. You’ll own the technical vision of proposed solutions, lead cross‑functional pursuit teams, and help shape how our platform and partner ecosystem are positioned to solve real‑world customer challenges.
Job Responsibility
Serve as a strategic and technical resource for the Sales and Solutions Consulting teams leading pursuit of large or strategic sales opportunities needing creative and complex solutions
Act as the trusted advisor during the sales cycle, gaining the confidence of the customer or prospect by offering consultation and recommendations
Demonstrate expertise in consultative selling, Blackbaud and third-party solutions, industry and technology trends and best practices, our competitors, solution(s), partner network, and key plays in specialized area/vertical
Coach others on how to map customer business needs to outcomes and align with Blackbaud and/or third-party solutions and services
Develop key relationships with customers and prospects at an executive level to advance the sale or to further develop the revenue stream associated with the account
Define a technical sales strategy, including assembling and directing a team of key contributors from other departments
Lead in-depth discovery and assessment workshops
Conduct solution development sessions with pursuit team
Demonstrate customer and market awareness
Document proposed solution (i.e. solution diagram) that fully meets all technical and business requirements
Present proposed solution
Clearly communicate data-driven goals, interests, and positions in negotiation or conflict situations
Identify when changes in strategy/direction are necessary
Partner with Customer Success to gather requirements for and prescribe custom Services solutions
Advise Account Executives and Solutions Consultants as needed on strategic pursuits
Maintain expert-level knowledge in consultative selling, Blackbaud and third-party solutions, competitor information, industry trends, and vertical market(s)
Work closely with other Sales and Marketing to identify, develop, and support business development activities
Align and partner with Product Management to help drive appropriate product enhancements and changes to technology roadmap
Advocate for Blackbaud to address customer needs and capitalize on market opportunities
Frequently represent Blackbaud through non-pursuit related presentations to various audiences
Independently participate in thought leadership activities
Requirements
Nonprofit fundraising, financial and or operational experience
6+ years of experience working with Blackbaud CRM Enterprise Fundraising and Relationship Management solution or equivalent industry experience
4+ years of Solutions Consulting experience
5+ years of experience in either presenting or managing complex solutions for nonprofit organizations
Ability to operate under minimal supervision leading strategic account level deals
Strong listening skills
demonstrated ability to ask effective need-development questions
Ability to influence others through presentations, demonstrations, and written communication
Experience developing and delivering presentations both to executive-level and working-level audiences
Ability to translate technical features into business benefits
Ability to recommend strategic workflows and policies as it relates to product solutions
Analytical and a knack for problem solving, with high attention to detail
Knowledge and experience working within a solution-selling or consultative selling environment
Ability to travel as needed, but no more than 25% of the time