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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