Senior PS Solutions Consultant Job at BlackLine (Los Angeles)

Job Description

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). 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 Senior 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 Senior 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 Senior 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 PSS through the current ways of working in the sales cycle . The Senior PSSC will align with other BlackLine personnel to ensure proper knowledge transfer, project completion, and customer journey.

Job Responsibility

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
From an SOW perspective, 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
Work closely with the 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
Ability to estimate 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
Bachelor’s degree in Business, Accounting, Information Systems, or related fields is preferred
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

What we offer

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

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Senior PS Solutions Consultant

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