About the role
The Sales Solutions Consultant is responsible for presenting Blackbaud's Financial solutions in a compelling and value-based approach to prospects and customers as a part of the sales process. To accomplish this, the Solutions Consultant must have a strong desire to leverage their technical and sales skills, including the ability to discover business requirements, prescribe comprehensive solutions, and demonstrate the technology, processes, and workflows that will address these requirements. The Solutions Consultant supports sales of Financial Edge NXT with customers and prospects across the US and Canada. Experience with Financial Edge NXT and knowledge of nonprofit accounting and financial operations required.
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What you'll do
- Drive bookings and revenue
- Serve as the business, industry, and technical expert on assigned vertical, solutions and key plays
- Catalyze new opportunities in the market for Blackbaud with internal and external partners
- Qualify opportunities through discovery to uncover reasons for pain and prove solution fit and associated value for prospects and customers
- Coach Account Executives via sales process and opportunity strategy
- Develop business cases for customer value and return on investment via realization of customer outcomes
- Enable buyers to reach consensus and act more quickly by providing tools, content, and demonstrations to help them effectively qualify our solutions for their needs and themselves as buyers of Blackbaud solutions
- Enable Account Executives with the knowledge and tools to sell with higher sales velocity
- Serve as the critical link between Sales, Marketing, and Products
- Provide input and content to Sales and Marketing on campaigns, cadences, and events
- Nurture the feedback loop between Products and buyers and sellers on the frontlines
- Interface with ISV and Channel Partners to expand solution and go-to-market options
- Lead discovery and initial requirements gathering sessions with Commercial and Enterprise customers and prospects, translating key pain points into solution opportunities confidently qualifying customers and prospects "in/out" for a solution
- Lead a customer or prospect through a light end user demo, typically 20-30 minutes or weaving demo snippets into a discovery conversation
- Lead a customer or prospect, including C-Level audiences, through a comprehensive and technical demo touching on all personas as required
- Serve as a customer-facing industry/vertical expert for all related software and service offerings from Blackbaud including Partner ecosystems and competitors
- Create and deliver customer facing content to be used in marketing, sales, and demo automation tools, including but not limited to webinars, blogs, conferences, both live and recorded content
- Create and deliver sales enablement sessions designed to enable AE's and Sales Managers to create, cultivate and close qualified business opportunities. Including sales cadences used in sales automation tools
- Create and publish Buyer Enablement demos and product tours via Consensus
- Where applicable, complete Blackbaud Certification for solutions you support
- Provide recommendations for sales of implementation packages and other related services
- Provide functional and technical responses to customer RFP's, RFI's and other direct requests
- Upon closing an opportunity, document key observations and insights for the implementation team, including demo notes, documents received from customer, etc.
- Assist in the training of new sales personnel though onboarding process
- Coach/Feedback to Account Executives as needed on sales process, product positioning, deal presentation
- Lead enablement within the Solutions Consulting team
What you'll bring
- Nonprofit financial and or operational experience required
- Experience with Financial Edge NXT required
- Prior knowledge or experience working with additional Blackbaud products strongly preferred
- Ability to persuade others through presentations, demonstrations, and written communication
- Experience developing and delivering presentations both to executive-level and working-level audiences
- Ability to translate technical features into business benefits
- Ability to recommend strategic workflows, processes, and policies as they relate to product solutions
- Analytical and a knack for problem solving, with high attention to detail
- Optional: Willingness to travel occasionally (up to 25%) in support of sales pursuits and Marketing events
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Blackbaud is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.
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The starting base salary and annual proposed commission is $98,400.00 to $127,000.00. Blackbaud may pay more or less based on employee qualifications, market value, sales quota, Company finances, and other operational considerations.
Benefits Include:
- Medical, dental, and vision insurance
- Remote-first workforce
- 401(k) program with employer match
- Flexible paid time off
- Generous Parental Leave
- Volunteer for vacation
- Opportunities to connect to build community and belonging
- Pet insurance, legal and identity protection
- Tuition reimbursement program