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[Remote] Sales Solutions Architect, Principal
Note: The job is a remote job and is open to candidates in USA. Blackbaud powers social impact through purpose-driven technology and responsible AI. The Principal Sales Solutions Architect leads strategic sales pursuits, serves as a trusted executive advisor, and designs complex customer solutions. The role also drives sales strategy, discovery workshops, business development, solution presentations, and cross-functional collaboration.
Responsibilities
- Serve as a strategic and technical resource for the Sales and Solutions Consulting teams, leading pursuit of large or strategic sales opportunities that need creative, complex solutions
- Act as a trusted advisor during the sales cycle, earning customer and prospect confidence through consultation and recommendations grounded in industry and technology expertise, and always rooted in integrity
- Demonstrate expertise in consultative selling, our solutions and third-party solutions, industry and technology trends, the competitive landscape, and key plays within your specialized area or vertical
- Coach others on how to map customer business needs to outcomes and align them with the right solutions and services
- Develop executive-level relationships with customers and prospects to advance the sale and grow the revenue associated with the account, using a consultative selling approach
- Define technical sales strategy, including assembling and directing a team of key contributors from other departments to support the pursuit and solution presentations
- Lead in-depth discovery and assessment workshops, facilitating outcome-focused dialogue to understand, define, and document customer requirements
- Conduct solution development sessions with the pursuit team, identifying the best-fit solution based on discovery, which may include partner or third-party solutions, customizations, or process recommendations
- Demonstrate strong customer and market awareness, competently projecting how product ideas will play out
- Document the proposed solution, including solution diagrams, ensuring it meets technical and business requirements and considers integration into the customer's environment
- Present proposed solutions, articulating business value and ROI, in collaboration with the broader pursuit team as needed
- Communicate data-driven goals, interests, and positions with poise in negotiation or conflict situations
- Identify when shifts in strategy or direction are needed and respond effectively to technological and market changes
- Partner with Customer Success to gather requirements and prescribe custom services solutions that meet customer needs
- Advise Account Executives and Solutions Consultants on strategic pursuits outside your direct involvement
- Maintain expert-level knowledge of consultative selling, our solutions and third-party offerings, competitor information, industry trends, and vertical markets. Document and share best practices and case studies
- Work closely with Sales and Marketing to identify, develop, and support business development activities, including go-to-market strategies, integrated solution planning, lead generation, and long-term account strategy
- Partner with Product Management to help drive product enhancements and roadmap changes, recommending new capabilities that support market and customer needs
- Advocate on behalf of the company to address customer needs and capitalize on market opportunities
- Represent the company through presentations to a variety of audiences, including investor briefings, partner meetings, conferences, and user groups
- Participate in thought leadership activities, such as writing articles for blogs or publications, creating marketing collateral, and authoring best-practice guides
Skills
- Nonprofit fundraising, financial, and/or operational experience is required
- 6+ years of experience working with Blackbaud solutions or equivalent industry experience
- 4+ years of Solutions Consulting experience
- 5+ years of experience presenting or managing complex solutions for nonprofit organizations
- Ability to operate under minimal supervision while leading strategic, account-level deals
- Strong listening skills and a demonstrated ability to ask effective need-development questions
- Ability to influence others through presentations, demonstrations, and written communication
- Experience developing and delivering presentations to both executive-level and working-level audiences
- Ability to translate technical features into business benefits
- Ability to recommend strategic workflows and policies related to product solutions
- Strong analytical and problem-solving skills with high attention to detail
- Experience working within a solution-selling or consultative selling environment
- Ability to travel as needed, 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
Company Overview
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