Sales Solutions Consultant, Financial Edge NXT

Blackbaud • Full-time • Remote (South Carolina, United States of America) • 2w ago

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.

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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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: