Senior Solution Advisor at Blackline in Tokyo

Job description

Make Your Mark: At BlackLine, we are pioneering the future of modern finance. As accounting and office-of-the-CFO operations transition toward an AI-first, autonomous, and continuous close model, our Solution Advisory (pre-sales) organisation is evolving beyond traditional feature demonstrations. We operate at the intersection of business strategy, deep accounting domain knowledge, and modern technology. As a Senior Solution Advisor in Japan, you will be a driving force in our most strategic enterprise sales pursuits. This is far more than a traditional pre-sales role; you are the technical and value-based conscience of the deal, a trusted advisor to the Office of the CFO, and a vital collaborator with the sales and global teams. While championing the vision of modern finance, you will ground your engagements in a deep technical understanding of BlackLine's comprehensive accounting platform—leading consultative customer presentations, mastering hands-on demonstrations, and steering rigorous RFP/RFI responses. Our Solution Advisory team is driving an evolution toward Forward Deployment strategies: blending consultative discovery with agile, hands-on solutioning, architectural blueprinting, and rapid prototyping to accelerate time-to-value for enterprise finance teams in Japan. You'll Get To: You will leverage your deep accounting domain expertise and commercial acumen to architect compelling, enterprise-scale solutions that solve complex financial challenges for Japanese corporations. Your mission is to shape our largest deals, act as a key conduit between the field and our product strategy and collaborate across the team to ensure BlackLine continues to lead the market. You will: Lead Multi-Threaded Discovery Workshops: Partner with senior finance, accounting, and IT stakeholders across enterprise accounts to uncover, map, and quantify critical operational bottlenecks and financial close challenges. Execute Forward Deployment & Custom Prototyping: Architect, configure, and deliver high-impact proof-of-value (POV) scenarios and persona-driven demonstrations. Rapidly prototype client data transformations using actual prospect financial data, and run competitive bake-offs that clearly expose legacy ERP and manual spreadsheet gaps. Co-Create Data-Driven Business Cases & ROI Models: Partner directly with prospects and commercial stakeholders to build robust, data-backed business cases and compelling ROI models that establish clear financial justification for digital finance transformation. Architect Technical Wins for Strategic Deals & RFPs: Own the technical and value strategy for high-priority enterprise accounts. Lead architecture design and response delivery for complex RFPs and competitive POCs, effectively resolving prospective client objections and technical inquiries. Drive AI-First Thought Leadership Across Japan: Educate prospects and the broader market on modern finance trends—demonstrating through webinars, executive roundtables, industry conferences, and community engagement how machine learning, rule-based automation, and agentic AI elevate finance professionals into strategic business advisors. Contribute to Demonstration Systems & Product Evolution: Work closely with global teams to continually localize and enhance the quality of Japanese demonstration environments. Act as a direct feedback channel between the field and product engineering to drive Japanese market enhancements. Foster Team Collaboration & Operational Excellence: Mentor peers and share best practices across the presales organisation, while maintaining high operational discipline, including timely and accurate documentation of presales activities and deal insights in Salesforce. What You'll Bring: Enterprise Presales Track Record: 3+ years of successful experience in a consultative enterprise pre-sales / solutions consulting role, with a proven track record of selling complex SaaS solutions to enterprise accounts (ideally to the Office of the CFO / Fi