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. 

Sales and Customer Engagement: 

• 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. 

Effort Estimation & Implementation Planning: 

• 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. 

Statement of Work (SOW) Creation: 

• 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. 

Collaboration & Coordination: 

• 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. 

Sales Support & Reporting: 

• 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. 

Go-To-Market Assets: 

• 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.) 

• roven 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. 

Key Competencies: 

• 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.