Sales Solutions Consultant, K-12

About the role:

The Pre-Sales Solutions Consultant is responsible for presenting Blackbaud’s Education, Tuition, Fundraising and Financial solutions in a compelling and value-based approach to prospects and customers as a part of the sales process. To accomplish this, the Solutions Consultant must have a strong desire to leverage their technical and sales skills, including the ability to discover business requirements, prescribe comprehensive solutions, and demonstrate the technology that will address these requirements. The Solutions Consultant supports our K-12 customers and prospects across the US and Canada.

What you’ll do:

• Drive bookings and revenue 
• Serve as the business, industry, and technical expert on assigned vertical, solutions and key plays 
• Catalyze new opportunities in the market for Blackbaud with internal and external partners 
• Qualify opportunities through discovery to uncover reasons for pain and prove solution fit 
• Coach sales process and opportunity strategy 
• Develop business cases for value and return on investment that realize customer outcomes 
• Enable buyers to act more quickly by providing tools, content, and demonstrations to help them effectively qualify our solutions for their needs and themselves as buyers of Blackbaud solutions 
• Enable Account Executives with the knowledge and tools to sell with higher sales velocity 
• Serve as the critical link between Sales, Marketing, and Products 
• Provide input and content to Sales and Marketing on campaigns, cadences, and events 
• Nurture the feedback loop between Products and buyers and sellers on the frontlines 
• Interface with Co-Sell Prioritize, Managed and Marketplace Partners to expand solution and go-to-market options 
• Lead discovery and initial requirements gathering sessions with Commercial and Enterprise customers and prospects, translating key pain points into solution opportunities and confident in qualifying customers and prospects “in/out” for a solution
• Lead a customer or prospect through a light end user demo, typically 20-30 minutes or weaving demo snippets into a discovery conversation
• Lead a customer or prospect, including C-Level audiences, through a comprehensive and technical demo touching on all personas as required
• Serve as a customer-facing industry/vertical expert for all related software and service offerings from Blackbaud including Partner ecosystems and competitors
• Create and deliver customer facing content to be used in demo and sales automation tools as well as, but not limited to webinars, blogs, conferences, both live and recorded content
• Create and deliver sales enablement sessions designed to enable AE’s and Sales Managers to create, cultivate and close qualified business opportunities.  Including sales cadences used in sales automation tools
• Where applicable, complete Blackbaud Certification for solutions you support
• Provide recommendations for sales of implementation packages and other related services
• Provide functional and technical responses to customer RFP’s, RFI’s and other direct requests
• Upon closing an opportunity, document key observations and insights for the implementation team, including demo notes, documents received from customer, etc.
• Assist in the training of new sales personnel though onboarding process
• Coach/Feedback to Account Executives as needed on sales process, product positioning, deal presentation

What you'll bring:

• Private K12 School Education Management, Nonprofit fundraising, financial and or operational experience required
• Prior experience working with Blackbaud product required; primarily Blackbaud's Blackbaud's Enrollment Management, Tuition Management, Learning Manageme