Principal Professional Services Solutions Consultant

** Make Your Mark:
** The Principal Professional Services Solutions Consultant (Principal 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 Principal PSSC will be an expert in the Black Line product, finance operating models, industry standards, emerging trends, competitor capabilities/limitations, and finance transformation. In addition, the Principal PSSC will be involved in strategic, existing Black Line customer opportunities to capture pain points, prioritize objectives, and gain cross-functional alignment on the recommended solution and roadmap. The Principal 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 Professional Services Solutions (PSS) through the current ways of working in the sales cycle. The Principal PSSC will align with other Black Line personnel to ensure proper knowledge transfer, project completion, and customer journey.  
** You'll Get To:
**** 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 and partner relationships, acting as a trusted advisor duringthe sales cycle.

Collaborate with internal teams (e.g. sales, technical, customer support) to ensure alignment on customer requirements. Lead Professional Services (PS) solutioning for high-complexity customers and prospects,developing customized strategies and tailored collateral to drive successful business outcomes,as needed. Drive the adoption and successful rollout of new Professional Services (PS) oerings, proactively navigating ambiguity to deliver structured, high-impact results.  
** Effort Estimation & Implementation Planning:
** Analyze customer needs and business processes to develop an accurate understanding of thescope and complexity of each implementation project. Estimate the level of eort (LOE) for software setup, customization, integration, and training services. Manage discussions on project timelines, resources, and budgets based on customer requirements. Communicate eort estimations and timelines clearly to internal teams, customers and/or partners. Apply retrospective learnings through eective communication and collaboration with PS teamsto improve accuracy of estimates.

** 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. Elicit, document, interpret and translate client business outcomes to be used for SOW creation and project delivery. 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 seamlesshandos from sales to implementation. Provide a comprehensive Sales to Service hand-o to ensure Continuity in the customer journey. Collaborate and contribute to team goals and successes, including development of new processes, partnering cross-org to assist with oering development or rollout, identifying PSSprocess improvements, and delivering training across the teams and subject matter expertise.

Mentor and advise less experienced team members on Black Line PSS and PS processes and procedures.  
** Sales Support & Reporting:
** Maintain up-to-date services sales activities, opportunities, and customer interactions using CRMtools. Provide regular updates and timely…