Principal Sales Solutions Architect

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with Sales, Product, and Marketing to support strategic sales initiatives and business development opportunities.

• Identify, pursue, and successfully close strategic sales opportunities for sophisticated clients while enhancing business within existing accounts.

• Establish executive-level relationships, acting as a trusted advisor throughout the sales process.

• Lead cross-functional pursuit teams and take ownership of the technical design of proposed solutions.

• Drive strategic and complex sales opportunities, serving as a resource for Sales and Solutions Consulting teams.

• Mentor others in aligning customer business needs with outcomes and corresponding solutions and services.

• Cultivate executive-level relationships with customers and prospects to boost sales and increase account revenue.

• Outline technical sales strategies and guide key contributors from various departments.

• Facilitate discovery and assessment workshops to comprehend, define, and document customer requirements.

• Organize solution development sessions, including those involving partners or third-party solutions, customizations, and process recommendations.

• Document proposed solutions and solution diagrams, ensuring that both technical and business requirements, as well as customer-environment integration, are addressed.

• Present proposed solutions, business value, and ROI alongside the pursuit team.

• Collaborate with Customer Success to gather requirements and recommend tailored services solutions.

• Provide guidance to Account Executives and Solutions Consultants regarding strategic pursuits.

• Maintain and disseminate expertise, best practices, and case studies related to consultative selling, solutions, competitors, industries, and vertical markets.

• Aid in go-to-market strategies, integrated solution planning, lead generation, and long-term account strategies with Sales and Marketing.

• Suggest product enhancements and roadmap modifications in collaboration with Product Management.

• Represent Blackbaud during investor briefings, partner meetings, conferences, and user groups.

• Engage in thought leadership through articles, marketing materials, and best-practice guides.

⛳️ Requirements

• Required experience in nonprofit fundraising, financial, and/or operational roles.

• Over 6 years of experience working with Blackbaud solutions or equivalent industry experience.

• At least 4 years of experience in Solutions Consulting.

• A minimum of 5 years of experience presenting or managing complex solutions for nonprofit organizations.

• Capability to operate with minimal supervision while leading strategic, account-level deals.

• Excellent listening skills with a proven ability to ask effective need-development questions.

• Ability to influence others through presentations, demonstrations, and written communications.

• Experience in developing and delivering presentations to both executive and operational audiences.

• Skill in translating technical features into tangible business benefits.

• Ability to recommend strategic workflows and policies associated with product solutions.

• Strong analytical and problem-solving abilities with meticulous attention to detail.

• Experience in a solution-selling or consultative selling environment.

• Willingness to travel as necessary, up to approximately 25% of the time.

🏝️ Benefits

• Medical, dental, and vision insurance

• Remote-flexible workforce

• Wellness Programs

• 401(k) program with employer match

• Flexible paid time off

• Generous Parental Leave

• Donations for Doers

• Pet insurance, legal and identity protection

• Tuition reimbursement program