Value Architect

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.
Work, Play and Grow at BlackLine!
Make Your Mark:
The Value Architect will drive sales efforts working closely with all relevant departments to close Intercompany deals. They must possess deep expertise in the BlackLine product, finance operating models, industry standards, regulations, emerging trends, competitor capabilities/limitations, and finance transformation with a primary focus on Intercompany.
They should have experience in large BlackLine sales opportunities with customers utilizing multiple ERP's to capture pain points, prioritize objectives, and gain cross-functional alignment on the recommended solution, roadmap and go to market strategy.
Within deals, the Value Architect will lead the development of return on investment studies , point of view documents, demonstrations and other solution presentations using the BlackLine software or other formats.
Additionally, they will be active in driving and the execution of marketing and other demand generation events.
When needed, they will support in client delivery (e.g., implementation) projects, acting as a supporting function to ensure that the matters discussed during the sales cycle are delivered on during the implementation phase
They must have strong and flexible communication skills with the ability to partner with functional experts through to senior executives (internally and externally,) having the ability to handle detailed discovery conversations through to the ability to deliver CFO level style elevator pitches. Further they should be able to work with implementation partners and solution reseller partners to achieve mutually beneficial business outcomes.
You'll Get To:
Leading Sales

• The Value Architect will work closely with sales, presales, product and services throughout the entire deal lifecycle. They will lead the in-depth discovery and engagement aspects of the pursuit through to the final proposal and statement of work.
• Business Value Assessments: The Value Architect is responsible for leading Business Value workshops and completing Business Cases that include ROI analysis and Implementation project plans.
• Proof of Concept: The Value Architect is responsible for completing Proof of Concept work when required to accelerate closing of large opportunities.
• Go-to-Market Assets: The Value Architect will own the ongoing development of our Value Architect and demonstration environment.

Marketing and demand generation support

• The Value Architect will work closely with sales, product, marketing and BDR organization to support the planning and execution of marketing and other business development activities ( including but not limited to face to face events and webinars)

Solutioning to drive a successful delivery and upsell:

• Facilitates sales to service hand over to ensure project is kicked off in a smooth manner
• Participates in implementations activities as and when needed to ensure we deliver what sold and customer adoption is successful

Internal Enablement / Internal Support / Internal Process Development and Improvement:

• Drives the ongoing development of our gtm playbook in the region, demonstration environment and contributes to the refinement and development of other internal processes which support the expansion and success of the BlackLine business
• Collaborates with internal teams in order to assist in the development of other assets (e.g., workshop enablers, use cases, sales/partner training, whitepapers, webcasts, etc.) to help evangelize our strategic products.
• Trains and mentors the broader community BlackLine employees on the value architect's subject matter expertise (most notably for intercompany)

Hands-on

• The Value Architect is expected to roll up their sleeves and fill gaps where necessary to make the product successful for our clients.

What You'll Bring:

• Experience selling and managing large transformational projects at strategic accounts
• Demonstrated ability to build and maintain trusted relationships with prospects/clients (external or internal to an organization)
• Proven ability to translate prospective client objectives into solutions enabled by our product
• Experience creating and delivering compelling presentations and product demonstrations
• Previous experience as a consultant focused on selling software, process improvement and technology enablement.
• BlackLine Experience is a plus
• SAP Experience a plus
• Fluent in multiple Languages preferred
• Travel Required

We're Even More Excited If You Have:

• Experience working with Sr. Leadership at a large multinational organization
• Experience working with external customers in a sales capacity
• Experience working with Salesforce, Clari and Tableau

Thrive at BlackLine Because You Are Joining:

• 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.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.
Salary Range:
USD $98,000.00 - USD $131,000.00
Pay Transparency Statement:
Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.