Note: The job is a remote job and is open to candidates in USA. Blackbaud powers social impact through purpose-driven technology and responsible AI. The Principal Sales Solutions Architect le strategic sales pursuits, serves as a trusted executive advisor, and designs complex customer solutions. The role also drives sales strategy, discovery workshops, business development, solution presentations, and cross-functional collaboration.
Responsibilities
Serve as a strategic and technical resource for the Sales and Solutions Consulting teams, leading pursuit of large or strategic sales opportunities that need creative, complex solutions
Act as a trusted advisor during the sales cycle, earning customer and prospect confidence through consultation and recommendations grounded in industry and technology expertise, and always rooted in integrity
Demonstrate expertise in consultative selling, our solutions and third-party solutions, industry and technology trends, the competitive landscape, and key plays within your specialized area or vertical
Coach others on how to map customer business needs to outcomes and align them with the right solutions and services
Develop executive-level relationships with customers and prospects to advance the sale and grow the revenue associated with the account, using a consultative selling approach
Define technical sales strategy, including assembling and directing a team of key contributors from other departments to support the pursuit and solution presentations
Lead in-depth discovery and assessment workshops, facilitating outcome-focused dialogue to understand, define, and document customer requirements
Conduct solution development sessions with the pursuit team, identifying the best-fit solution based on discovery, which may include partner or third-party solutions, customizations, or process recommendations
Demonstrate strong customer and market awareness, competently projecting how product ideas will play out
Document the proposed solution, including solution diagrams, ensuring it meets technical and business requirements and considers integration into the customer's environment
Present proposed solutions, articulating business value and ROI, in collaboration with the broader pursuit team as needed
Communicate data-driven goals, interests, and positions with poise in negotiation or conflict situations
Identify when shifts in strategy or direction are needed and respond effectively to technological and market changes
Partner with Customer Success to gather requirements and prescribe custom services solutions that meet customer needs
Advise Account Executives and Solutions Consultants on strategic pursuits outside your direct involvement
Maintain expert-level knowledge of consultative selling, our solutions and third-party offerings, competitor information, industry trends, and vertical markets. Document and share best practices and case studies
Work closely with Sales and Marketing to identify, develop, and support business development activities, including go-to-market strategies, integrated solution planning, lead generation, and long-term account strategy
Partner with Product Management to help drive product enhancements and roadmap changes, recommending new capabilities that support market and customer needs
Advocate on behalf of the company to address customer needs and capitalize on market opportunities
Represent the company through presentations to a variety of audiences, including investor briefings, partner meetings, conferences, and user groups
Participate in thought leadership activities, such as writing articles for blogs or publications, creating marketing collateral, and authoring best-practice guides
Skills
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 a demonstrated ability to ask effective need-development questions
Ability to influence others through presentations, demonstrations, 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
Company Overview
Blackbaud is a provider of software and services designed for non-profit organizations enabling them to build strong relationships and more. It was founded in 1981, and is headquartered in Charleston, South Carolina, USA, with a workforce of 1001-5000 employees. Its website is
Company H1B Sponsorship
Blackbaud has a track record of offering H1B sponsorships, with 1 in 2026, 5 in 2025, 4 in 2024, 3 in 2023, 15 in 2022, 4 in 2021, 15 in 2020. Please note that this does not guarantee sponsorship for this specific role.
