• Take a consultative approach to understand our customer’s current software development practices and identify opportunities to improve them with Sonatype’s solutions. • Provide technical recommendations on how to improve their Software Supply Chain and DevSecOps practices using Sonatype solutions. • Deliver compelling software demonstrations, customer proof-of-concept (POC) engagements, and reference architectures showcasing Sonatype's solution value. • Act as a resource to educate your sales colleagues on relevant product knowledge. • Assist in completing RFP/RFIs with sales teams and other technical resources at Sonatype. • Work closely with sales and technical colleagues to achieve a sales quota. • Communicate important customer product feedback to Sonatype product management. • Opportunities to attend and present at meetups and trade shows to build presence and awareness and share experiences. • Become a trusted DevSecOps technical advisor to customers and the community. • Keep on top of the latest trends in the SDLC tooling landscape.

• Uncover and drive new customer opportunities by providing sales and technical assistance, effectively articulating Cohesity technology to both business and technical users. • Enable customers to seamlessly integrate Cohesity products into their production environments, ensuring flawless operation and meeting their specific needs. • Develop and lead the secondary storage technology strategy for our largest customers and partners, establishing Cohesity as the primary solution provider in the market. • Communicate Cohesity's vision by delivering engaging product demonstrations, workshops, white papers, and proposals. • Identify customer needs and craft proof of concepts to showcase the value and capabilities of Cohesity technology. • Collaborate closely with product management as a field representative, providing valuable insights and conveying customer requirements for product development and improvements. • Provide project management and post-sales technical support as required, ensuring customer satisfaction throughout the entire lifecycle.

• Uncover and drive new customer opportunities • Enable customers to seamlessly integrate Cohesity products into their production environments • Develop and lead the secondary storage technology strategy for our largest customers and partners • Communicate Cohesity's vision by delivering engaging product demonstrations • Identify customer needs and craft proof of concepts • Collaborate closely with product management as a field representative • Provide project management and post-sales technical support

About the role The PreSales 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 K12 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 have - Private K-12 School Education Management, Nonprofit fundraising, financial and or operational experience required - Prior knowledge or experience working with Blackbaud products is required, specifically Education Management Suite of products – Core, Enrollment, Learning Management, Student Information, Tuition Management, and Financial Aid. Additionally required Raiser’s Edge NXT and Financial Edge NXT. Preferred but not required; Billing and School Website. - Ability to persuade others through presentations, storytelling, 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 - Willingness to travel occasionally in support of sales pursuits and Marketing events Stay up to date on everything Blackbaud, follow us on Linkedin, Twitter, Instagram, Facebook and YouTube ​ Blackbaud powers social impact through purpose‑driven technology and responsible AI. Guided by our Intelligence for Good® vision, we’re building a culture where innovation, trust, and human expertise come together to help organizations make a greater difference in the world. Blackbaud is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law. The starting base salary and annual proposed commission is $120,500.00 to $155,500.00. Blackbaud may pay more or less based on employee qualifications, market value, sales quota, Company finances, and other operational considerations. Benefits Include: - 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