Alliances Architect, Focused Solutions

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.

• Onboard new Partners by walking them through their BlackLine Invoice-to-Cash (I2C) instance and helping with initial set-up
• Ensure partners have the latest I2C 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)

• 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
• Serve as the primary point of contact for all I2C Pre-Sales partner portal assets and e-learning courses working with Partner Enablement
• Repurpose internal enablement assets with the mindset of a Partner audience
• Partner with fellow Partner Solution Architects 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 I2C 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 I2C solutions, leveraging internal SMEs as appropriate
• Promote use cases and transfer knowledge on best practice demo approaches
• Serve as the Subject Matter Expert to present in partner enablement sessions that require solution demonstrations
• Gain a deep understanding of the "BlackLine Nine" optimization use cases and work with partners to incorporate methodology into their optimization framework
• 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

• Invoice-to-Cash Pre-Sales Certification Review Process (Solution Provider & BPO)
• Coaching and feedback on mock demos

• 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
• Source / Develop Demo Instance FAQs and related E-Learning courses
• Liaise with Support on demo instance cases

• Product capability enhancement to showcase various different processes/use cases
• Participate in deep-dive workshops
• Document use case scenarios
• Assist in developing master data and transaction data sets
• Promote use cases and knowledge transfer for enhanced value proposition
• Source/Develop related assets to support Strategic Launches

• 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

• • Years of Experience in Related Field: 4-8 Years
  • Education: bachelor's degree
  • 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
  • Demonstrated ability to build relationships and trust with prospects / clients
  • Proven ability to understand and address partner / prospective client objections
  • Strong ability to match product functionality to the partner / prospects' business needs

• CPA, CIA or related professional accounting certification preferred
• Prior experience with BlackLine software and/or related Invoice-to-Cash technologies and solutions

• 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.