Director, Partner Solution Architect

Get to Know Us:

It's fun to work in a company where people truly believe in what they're doing!

At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications.

Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.

Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.

• STRATEGY AND EXECUTION:
  
  
  • Effectively team with Alliances leadership and Solution Pillars to drive tailored regional enablement plans to accelerate full platform adoption with strategic partnes
  • Effectively leverage partner ecosystem to accelerate revenue growth and maximize customer journey outcomes
  • Track and monitor the strategy execution and prioritize business initiatives by enhancing partner differentiation and closely collaborating with other Alliance team leaders and Pillar leads
  • Proactively partner and collaborate with cross-functional teams, including Product, GTM enablement, Presales and Pillar Leads to obtain latest solution collateral and use case libraries to drive consistent solution messaging
  
  PARTNER PRE-SALES ONBOARDING
  
  
  • Oversee partner demo instance onboarding procedures
  • 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 PRE-SALES ENABLEMENT
  
  
  • Oversee the completeness of partner enablement assets including eLearning courses and relevant materials being leveraged for internal Solution Consultants
  • Streamline the knowledge sharing around Partner-led opportunities and engagements
  • 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)
  • Promote use cases and transfer knowledge on best practice demo approaches
  • Offer coaching/feedback regarding the Partner's Solution Consultants' product knowledge and BlackLine presentation skills
  • Collaborate with SAP CoE team to broaden the enablement footprint for strategic alliances
  
  DEMO INSTANCE OPERATIONS & ADMINISTRATION
  
  
  • Overall ownership of initial intercompany instance creation and partner onboarding
  • Coordinate and ensure the transition of the relevant demo responsibilities and tasks to CloudOps and MDM
  • Oversee and drive roadmap with CloudOps for holistic partner demo instance needs
  • Build a relationship with Master Demo Management team and understand the data and how it is configured for the partner instances
  • Assist in developing master data and transaction data sets as needed
  
  PARTNER PRODUCT EXPERT
  
  
  • Drive proficiency across team and globally to have an in-depth understanding of BlackLine solution and capabilities
  • Act as a trusted advisor to support answering (finding the answer) to technical software and accounting questions
  • Gather and understand product roadmap plans to showcase future solution capabilities and use cases
  • Lead enablement sessions to help partners stay current on new product functionality and use cases use via 1:1 sessions/bootcamps or webinars
  • Serve as the Subject Matter Expert to present in partner enablement sessions that require solution demonstrations
  
  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 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
  • 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
  • Support Partner-hosted webinars and marketing events
  • Provide coverage, education, and application expertise by attending partner/client/prospect roundtables, conferences and other events
  • Serve as first point of contact for Support team on related partner demo instance support cases
  • Attend and participate in periodic local and global meetings / training sessions
  • Other duties as assigned

• 10+ years' experience in B2B software industry, familiarity with various partner and channel business models
• 8+ years' experience in Partner / Alliance enablement including experience with a variety of partner types preferred (e.g. Big 4, Global SIs, boutiques and Regional SIs, channel partners)
• 5+ years' experience with partner enablement models and execution
• 5+ years' experience in finance/accounting related business experience preferred
• Leadership experience for owning development and execution of programs that impact business
• Experience leveraging various learning tools and media to provide optimal learning
• Understanding of ERP, CRM and related application software domains
• Deep understanding of partner go-to-market model
• Strong understanding of business/application consulting. Consulting background is beneficial
• Understanding of service offering creation, marketing, lead generation processes and key performance indicators/value drivers for large professional services / SI organizations
• Practical experience in supporting definition and delivery of solutions
• Ability to prioritize and focus on high impact initiatives to deliver outcomes
• Track record of delivering measurable results, regularly meeting or exceeding targets
• Strong executive presence & exceptional communication skills (verbal, written).
• Demonstrated ability to build, lead and execute strategy in a collaborative environment
• Superior ability to build and maintain positive working relationships
• Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act
• Willingness to travel on as-needed basis primarily across North America, and occasionally globally

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.