Sales Staff Solutions Consultant, ALTRU

About the role

The Sales Solutions Consultant is responsible for presenting Blackbaud’s Nonprofit solutions, specifically Blackbaud Altru, 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. Personal experience with the product from previous roles/employers should also be included. The Solutions Consultants support our customers and prospects across the US and Canada.

What you'll do

• Drive bookings and revenue by demonstrating the value of Blackbaud Altru and other Nonprofit solutions like Blackbaud Financial Edge NXT and Blackbaud Grantmaking
• Demonstrate technical proficiency in Blackbaud Altru, has a basic understanding of value drivers for the solution(s) and can answer complex questions 
• Learn about adjacent solutions (including third-party solutions) and how they interact to provide the total solution for your specialized vertical and/or competency 
• Can speak to industry and technology trends and best practices, technical expert on assigned vertical, as well as our competitors in that market, solution(s), and key plays  
• Can speak to the Blackbaud external Partner network that complements Blackbaud Altru and Arts and Cultural vertical expertise 
• Develop decision-making skills by advising a client or prospect on change management decisions required in implementing a new Blackbaud solution 
• Independently identify gaps in prospect/customer needs and attempt to propose a solution, then collaborate with other Solutions Consultants to finalize solution(s) 
• Contributes to and leverages the Solutions Consulting tech stack in sales pursuits to increase velocity and enable buyers by providing tools, content, and demonstrations that quickly and effectively qualify our Blackbaud solutions for their needs  
• Can navigate Blackbaud’s internal sales processes 
• Proficient in preparing and delivering remote sales presentations with custom technical requirements 
• Align sales presentations to desired business outcomes and value, incorporates storytelling tactics into sales presentations 
• Lead discovery discussions, help to qualify or disqualify opportunities, uncover pains, and prove solution fit  
• Assist with RFPs, RFIs, and other enablement requests  
• Drive sales enablement and share solution(s) knowledge at the 1:1 and team level 
• Create and present marketing and enablement materials  
• Provide constructive feedback to Sales teams and other Solutions Consultants 
• Represent Blackbaud at industry tradeshows and conferences (non-presenter) 
• Proactively identify individual knowledge gaps and seek growth opportunities to develop expertise 
• Where applicable, complete Blackbaud Certification for solutions you support 
• Upon closing an opportunity, document key observations and insights for the implementation team, including demo notes, documents received from customer, etc. 

What you'll bring

• Nonprofit fundraising, financial and or operational experience required; Arts and Cultural sector experience preferred
• 2+ years of experience working with Blackbaud Altru and/or equivalent industry experience 
• Ability to influence others through presentations, demonstrations, and written communication 
• Experience developing and delivering presentations both to executive-level and working-level audiences 
• Ability to translate technical features into business benefits 
• Ability to recommend strategic workflows and policies as it relates to product solutions 
• Analytical and a knack for problem solving, with high attention to detail 
• Ability to travel as needed, but no more than 25% of the time

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