Job Summary

The SolEx Enablement Manager is BlackLine's expert on navigating the SolEx sales cycle. They work to ensure that BlackLine and SAP sales teams can successfully work together to sell Blackline's Solution Extensions. This role is primarily focused on enabling the global BlackLine Sales Organization to support SAP in recognizing, accelerating and closing sales opportunities for BlackLine Solution Extension offerings. This includes but is not limited to developing training curriculum, creating content and providing ongoing, direct support to members of the Sales team on navigating their SolEx opportunities. The SolEx Enablement Manager will work closely with BlackLine Sales Enablement, the SAP Alliances team and other members of the SAP Center of Excellence to support enablement of all potential roles (internal and external) involved in a SolEx opportunity. They should have deep expertise in SAP's solutions and how BlackLine complements SAP, as well as a thorough understanding of the structure of the SAP Sales Organization, supporting roles, the SAP sales cycle and what strategies should be employed by BlackLine at various stages to drive alignment. 

Roles and Responsibility (list in order of importance)

• Be the BlackLine expert on successfully navigating a SolEx sales cycle
• Develop, manage and deliver enablement to BlackLine Sales teams on how to work with SAP at all stages of the sales cycle and how/when to leverage appropriate BlackLine resources
• Contribute to the ongoing development and maintenance of our SAP Playbook and supporting messaging that details the complementary nature of our SolEx offerings
• Develop and deliver training content to support New Hire Sales Training and ongoing Sales Enablement efforts
• Individually mentor new and existing members of the Sales Organization
• Work closely with BlackLine/SAP Sales, Solutions Consulting and other account team members as needed throughout the entire deal lifecycle to consult on SolEx alignment
• Foster relationships with regional sales leadership to regularly provide enablement updates and solicit feedback from Sales teams
• Maintain an up-to-date understanding of the SAP Org Chart and "who's who" in each region
• Build and leverage relationships inside SAP to solicit feedback on what's working/not working with BlackLine
• Communicate with other departments (e.g. Alliances, Marketing, Product) to stay abreast of new developments and ensure enablement plans reflect the latest and greatest as it pertains to the SolEx partnership
• Collaborate with other enablement teams (e.g. Sales Enablement, Partner Enablement, SC Enablement) to provide mutually beneficial programs
• Provide support across all SAP Center of Excellence programs to help accelerate opportunities and generate revenue for BlackLine

Required Qualifications

Years of Experience in Related Field: 8+ years in software sales/presales role, SAP or SAP partner ecosystem preferred

Education: Four-year degree in Accounting, Finance or Business Administration

Technical/Specialized Knowledge, Skills, and Abilities:

• High degree of BlackLine and SAP product knowledge
• Experience creating and delivering compelling presentations
• Excellent written and verbal communication skills required

Preferred Qualifications

• Previous enterprise level experience in Sales, Presales or Alliances with SAP or an SAP Solution Extension partner
• Prior experience with accounting/finance software a plus
• Strengths in problem solving and alternative ways to improve process efficiencies
• Demonstrated ability to build and maintain trusted relationships with partners, prospects and customers
• Proven ability to translate prospective client/partner objectives into solutions
• Experience selling and managing large transformational projects at strategic accounts
• Experience consulting on process improvement and technology enablement