BlackLine
BlackLine automates and controls financial close processes for midsize and large organizations.
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Partner Solutions Consultant at BlackLine (Remote)

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Job Summary

The Partner Solution Expert is a trusted advisor to BlackLine’s Partners that helps them understand the full capabilities of BlackLine’s solution offerings and GTM approach, including helping partners be proficient in demoing solution capabilities. The Partner Solution Expert will work alongside Partner Enablement and Alliance Managers to onboard new partners and advance knowledge of existing partners. The Partner Solution Expert will also be engaged in live pursuits, supporting Blackline’s opportunity portfolio and BlackLine Sales teams, to stay sharp on platform capabilities, progress key opportunities, and maximizing incremental license revenue for Blackline.

 

Roles and Responsibility (list in order of importance)

PARTNER ONBOARDING

 

  • Onboard new Partners by walking them through their BlackLine instance and helping with initial set-up
  • Ensure partners have the latest demo scripts available and use cases in their demo environment
  • Guide partner through relevant SC/pre-sales onboarding milestones, including role-play sessions
  • Provide advice and guidance on Partner’s Blackline demo environment(s)

PARTNER ENABLEMENT

  • Build a relationship with Solutions Consulting Enablement, to understand the materials, enablement strategies, eLearning courses and more that is being leveraged for internal Solutions Consultants
  • Repurpose internal enablement assets with the mindset of a Partner audience
  • Partner with fellow Partner Solution Experts to help develop Partner enablement assets, including eLearning courses for how to demo solutions, as needed
  • Streamline the knowledge sharing around Partner-led opportunities and engagements
  • Become a trusted advisor to support answering (finding the answer) to technical software and accounting questions.
  • Ensure all pre-sales partner portal assets are up to date based on latest resources made available to BlackLine Solution Consultants (demo scripts, demo recordings, use cases, discovery questionnaires)
  • Coordinate enablement sessions to help partners stay current on new product functionality and its proper use via 1:1 sessions or webinars
  • Develop Partner eLearning courses for how to demo solutions, leveraging internal SMEs as appropriate
  • Promote use cases and transfer knowledge on best practice demo approaches
  • Present in partner enablement sessions that require solution demonstrations
  • Offer coaching/feedback regarding the Partner's Solution Consultants’ product knowledge and BlackLine presentation skills


SALES PURSUITS

  • Engage on Partner-led sales opportunities (using the standard Solutions Consulting engagement model)
  • Become an expert in the sales methodology as adopted by your partners you’re supporting (e.g. MAP for Mid-Market, MAP for Enterprise etc.)
  • Deliver relevant and pertinent demonstrations of all BlackLine modules based on partner/prospect needs
  • Perform needs analysis calls with prospective clients and/or Partners to understand the challenges
  • Incorporate BlackLine’s Value Selling and OneVoice for alignment
  • Assist Partners with calculating ROI Analysis for prospective clients
  • Leverage knowledge of BlackLine to best support the Partner’s opportunity
  • Innovate and empower the BlackLine Solutions Consulting team on Partner pursuits
  • Assist with completion and review of requests for proposal and information (RFPs and RFIs)
  • Assist Partners with the preparation and delivery of custom demonstrations using prospect data
  • Evaluate help needed on Partner-led opportunities in terms of BlackLine Solution Consulting and Value/Solution Architecture resource support

 

OTHER

  • Support Partner-hosted webinars and marketing events
  • Provide coverage, education, and application expertise by attending partner/client/prospect roundtables, conferences and other events
  • Understand set-up of Partner demo instances and be primary contact for internal teams on projects that impact partner instances
  • Build a relationship with Master Demo Management team and understand the data and how it is configured for the partner instances
  • Attend and participate in periodic local and global meetings / training sessions
  • Document relevant activities in Salesforce and other tools as assigned
  • Other duties as assigned

 

OTHER FUNCTIONS AND RESPONSIBILITIES

 

  • Comply with all company policies and procedures as they are developed, revised, and communicated.
  • Observe and practice confidentiality regarding company information as appropriate.
  • Demonstrate integrity, trustworthiness and good judgment.
  • Preserve positive relationships with clients, teammates, prospects, and business Strategic Accounts

 

Required Qualifications

Years of Experience in Related Field: 5

Education: BS in Finance/Accounting or related field.

Technical/Specialized Knowledge, Skills, and Abilities:

  • Experience creating and delivering compelling presentations
  • Strong ability to demonstrate and persuade, using influencing skills and relating to prospective customers in a consultative manner
  • Confident working with and tailoring financial / accounting systems
  • Strong communication and teamwork skills
  • Demonstrated ability to build relationships and trust with Strategic Accounts / prospects / clients
  • Proven ability to understand and address partner / prospective client objections
  • Strong ability to match product functionality to the prospects’ business needs
  • Demonstrate integrity, trustworthiness and good judgment.

 

Preferred Qualifications

  • CPA, CIA or related professional accounting certification preferred
  • Previous enterprise level experience as a Solutions Consultant
  • Prior experience with BlackLine software

 

Working Conditions

  • Travel generally up to 50% but may be higher.
  • Work is primarily sedentary in nature, no other special demands are required
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Technology we use

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What are BlackLine Perks + Benefits

BlackLine Benefits Overview

Healthy employees are happier and more engaged. At BlackLine, medical, dental, and vision coverage is taken care of by the company, along with unlimited paid time off and other perks to help you take care of your mental and physical health and wellness.

Your financial wellness matters too. we offer a 401(k) plan with matching, competitive compensation, and an employee stock purchase plan to ensure you keep current with your value in the marketplace and plan for your future. We also offer extensive career and personal development with a wide range of learning opportunities.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
At BlackLine, we feel that paying 100% of our employees’ health benefits is 100% the right thing to do. Medical, dental, and vision are taken care of by the company.
Life Insurance
Pet Insurance
Wellness Programs
Team workouts
BlackLine has been offering company wide virtual fitness classes such as, Aerobics and Yoga!
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
BlackLine provides employees with a 401(k) matching plan.
Company Equity
Employee Stock Purchase Plan
BlackLine offers and Employee Stock Purchase Plan with the ability to buy stock at a discounted price.
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
BlackLine hosts company outings several times per year.
Game Room
Our game room includes Ping Pong, Pool Table and Video Games.
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
We offer employees free on-site garage parking.
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Promote from within
Time allotted for learning
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

We’re better together and know that amazing individuals make amazing teams. We also know that we bond through socializing and shared experiences. That’s how teams gel and support each other.

So, we like to play games together: table tennis, poker, and video games. We encourage company sports leagues and fitness groups. We relax with happy hours and team get-togethers, and we never let a holiday season go by without a celebration.

An Insider's view of BlackLine

What unique initiatives do you have that encourage innovation?

At Backline, we are on a Platform Modernization journey and quality is core to this transformation. This is achieved by adopting Shift Left approach to testing and by developing a reliable Automation Framework and Execution Engine that supports automation for Microservices, EventBus, APIs, UI, mobile etc. across different supported environments.

Versha Pradhan

Director, Engineering

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