[Hiring] Principal Sales Solutions Architect @Blackbaud

Role Description

The Solution Architect team works alongside our Sales, Product, and Marketing organizations to support strategic sales pursuits and business development opportunities. Solution Architects help account teams identify, pursue, and close strategic sales opportunities for our largest and most sophisticated customers, while continually driving add-on business within existing accounts.

As a Principal Solution Architect, you'll build executive-level relationships and serve as a trusted advisor throughout the sales cycle, from initial discovery through contract execution. You'll often lead cross-functional pursuit teams and own the technical design of the solutions we propose to customers and prospects.

What You'll Do

• Sales Strategy
  • Serve as a strategic and technical resource for the Sales and Solutions Consulting teams.
  • Act as a trusted advisor during the sales cycle, earning customer and prospect confidence.
  • Demonstrate expertise in consultative selling and industry trends.
  • Coach others on mapping customer business needs to outcomes.
  • Develop executive-level relationships with customers and prospects.
  • Define technical sales strategy and assemble key contributors.
  • Lead in-depth discovery and assessment workshops.
  • Conduct solution development sessions with the pursuit team.
  • Document the proposed solution, including solution diagrams.
  • Present proposed solutions, articulating business value and ROI.
  • Communicate data-driven goals in negotiation or conflict situations.
  • Identify when shifts in strategy or direction are needed.
  • Partner with Customer Success to gather requirements.
  • Advise Account Executives and Solutions Consultants on strategic pursuits.
• Business Development
  • Maintain expert-level knowledge of consultative selling and industry trends.
  • Work closely with Sales and Marketing on business development activities.
  • Partner with Product Management to drive product enhancements.
  • Advocate on behalf of the company to address customer needs.
  • Represent the company through presentations to various audiences.
  • Participate in thought leadership activities.

Qualifications

• 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 ability to ask effective need-development questions.
• Ability to influence others through presentations 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