BlackLine
BlackLine automates and controls financial close processes for midsize and large organizations.

Strategic Alliances Architect at BlackLine (Remote)

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Job Summary

The Strategic Alliances Architect is BlackLine's expert on navigating sales cycles with our strategic alliance partners. They work to ensure that BlackLine and partner sales/presales teams can successfully align to sell Blackline's market-leading finance and accounting solutions. This role is primarily focused on enabling the global BlackLine Sales Organization to support SAP (and potentially other alliance partners) in recognizing, accelerating, and closing sales opportunities for BlackLine offerings. This includes but is not limited to developing enablement plans and curriculum, creating content, and providing ongoing, direct support to members of Sales teams (internal and external) on navigating Alliances-driven sales opportunities. The Strategic Alliances Architect will work closely with BlackLine's Strategic Alliances and partner resources to define enablement objectives and the operational processes required to execute and measure successful outcomes. They will also support BlackLine Field Alliances directors in defining and executing regional plans to enable all relevant roles (internal and external) within their local geographies. The Strategic Alliances Architect should have deep expertise in SAP's solutions and how BlackLine complements SAP, as well as a thorough understanding of our other strategic alliance partnerships, including but not limited to the structure of the sales organization and supporting roles, sales cycles and the strategies that should be employed by BlackLine at various stages to drive alignment.

Roles and Responsibility (list in order of importance)

- Be the BlackLine expert on navigating the nuances of our Alliances-driven sales cycles (e.g., SAP SolEx) and how they differ from direct-sale opportunities

- Establish relationships and work closely with BlackLine and partner stakeholders (e.g., Solution Marketing, various teams within SAP) to better understand our intended audiences, complementary positioning, and how to leverage the right resources to drive successful sales opportunities for BlackLine offerings

- Develop and deliver enablement (for internal and external audiences) on the value of our alliance partnerships, the complementary nature of our solution offerings, and how to work with our alliance partners at all stages of the sales cycle, including how/when to leverage appropriate BlackLine resources

- Contribute to the ongoing development and maintenance of our Sales-focused playbooks (e.g., SolEx Playbook), demos and value selling tools that support the complementary nature of our solution offerings

- Foster relationships with regional leadership (internal and external) to regularly provide enablement updates and solicit feedback from all stakeholder teams

- Individually mentor new and existing members of the Sales organization and other customer-facing roles about working within our alliance partnerships

- Work closely with internal and external Sales, Solutions Consulting, Field Alliances, and other account team members as needed to support business development and sales activities

- Communicate with other BlackLine departments (e.g., Marketing, Product) to stay abreast of new developments and ensure enablement plans reflect the latest and greatest as it pertains to our alliance partnerships

- Collaborate with other enablement teams (e.g., Sales Enablement, Partner Enablement, SC Enablement) to execute on mutually beneficial programs

- Provide support as needed across all Center of Excellence, Strategic Alliances, and Go-to-Market programs to 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 preferred

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

- Technically savvy with a broad understanding of various tools and platforms

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

Working Conditions

Some travel (domestic/global) may be required to support in-person activities.

 

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Where we are

BlackLine’s headquarters feature open work stations, informal lounge areas, a game room, a music room, quiet pods, training areas, and more.

Technology we use

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What are BlackLine Perks + Benefits

BlackLine Benefits Overview

BlackLine believes in providing the best possible service to its clients, and that starts with offering amazing perks to its employees. These perks include 100% coverage for healthcare, vision, and dental, 401(k) matching, ESPP, food, drinks, games, and so much more!

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
At BlackLine, we feel that paying 100% of our employees’ health benefits is 100% the right thing to do. Medical, dental, and vision are taken care of by the company.
Life Insurance
Pet Insurance
Wellness Programs
Team workouts
BlackLine has been offering company wide virtual fitness classes such as, Aerobics and Yoga!
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
BlackLine provides employees with a 401(k) matching plan.
Company Equity
Employee Stock Purchase Plan
BlackLine offers and Employee Stock Purchase Plan with the ability to buy stock at a discounted price.
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
BlackLine hosts company outings several times per year.
Game Room
Our game room includes Ping Pong, Pool Table and Video Games.
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
We offer employees free on-site garage parking.
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Promote from within
Time allotted for learning
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

We’re better together and know that amazing individuals make amazing teams. We also know that we bond through socializing and shared experiences. That’s how teams gel and support each other.

So, we like to play games together: table tennis, poker, and video games. We encourage company sports leagues and fitness groups. We relax with happy hours and team get-togethers, and we never let a holiday season go by without a celebration.

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