Overview

The Senior Solution Advisor partners with Sales to deliver tailored, value-driven demonstrations of BlackLine’s solutions. In this role, you will help prospects understand how our platform addresses their accounting and finance challenges, guiding them through evaluation with clear insights, strong product expertise, and a consultative approach.

Responsibilities

• Partner with Account Executives throughout the sales cycle to answer technical, product, and accounting related questions and ensure clear alignment with prospect needs.
• Lead structured discovery sessions to understand prospect challenges, business drivers, and desired outcomes.
• Stay current on new product capabilities and incorporate them effectively into demos and conversations.
• Deliver tailored, value driven demonstrations of BlackLine solutions based on prospect personas, industry, and use cases.
• Build and present ROI insights that help prospects quantify the impact of modernizing their accounting processes.
• Contribute to RFP/RFI responses by providing accurate, thoughtful, and solution oriented input.
• Share BlackLine best practices, customer stories, and relevant use cases to help prospects envision expanded adoption.
• Participate in webinars, workshops, onsite presentations, and trial engagements to educate prospects and accelerate evaluations.
• Prepare and deliver custom demo scenarios using prospect data when appropriate.
• Represent Solution Advisory at roundtables, conferences, and industry events to provide product expertise and thought leadership.
• Maintain accurate documentation of activities and insights in Salesforce and other internal tools.
• Collaborate with Solution Consulting Enablement to enhance demo environments, assets, and internal processes.
• Provide informal mentorship and knowledge-sharing to Solution Consultants as part of a collaborative team culture.
• Offer field insights to Product Management to help inform roadmap discussions and product enhancements.

Qualifications

• Strong experience delivering demos for accounting or finance technology solutions.
• Ability to translate complex workflows into clear, value-driven solution stories.
• Strong communication skills with the ability to build trust with prospects and internal teams.
• Proven ability to understand and address objections in a consultative manner.
• Solid understanding of accounting operations (GL, reconciliations, journal entries, close processes).
• Minimum 2–3 years of enterprise-level experience as a Solution Consultant or similar presales role.
• Bachelor’s degree in Accounting, Finance, Business Administration, or equivalent experience.