Job Description

Acumatica is looking for a Senior Manager, Presales Engineering, reporting to VP of Presales Engineering and Architecture, who combines hands-on technical sales expertise with people leadership. The individual is responsible for improving lower mid-market ERP sales productivity and deal flow by working deals while leading and mentoring a team of 5 senior pre-sales engineers. The ideal candidate and team are responsible for discovering customer requirements and building a solution which includes core Acumatica software, ISV solutions, AI, and professional services in support of partner-lead opportunity wins. This remote role is ideal for someone who likes to stay close to technical selling while managing people to achieve scale and success.

• Presales Leadership: Lead, mentor, and coach a team of presales engineers to deliver ERP solutions. Develop scalable processes which include Acumatica partners, internal sales teams, implementation, and professional services.
• Develop Product Expertise. Manage and contribute to a team with ERP domain expertise across modules and verticals including accounting, construction, wholesale distribution, retail, manufacturing, field service, and professional services. Personally maintain hands-on depth in one or more verticals, leading demonstrations and proposals directly within that domain.
• Solution Selling. Lead technical discovery and solutioning on strategic opportunities within your domain expertise. The ideal candidate will be able to integrate core capabilities, AI, ISV solutions, and custom development to deliver a proposal of a complete solution and project plan consistent with customer requirements.
• Partner Enablement. Work with Acumatica partners to improve their opportunity close rates through consulting and training. Discover partner shortfalls and work with the team and Acumatica education to build materials and utilize technology to achieve scale.
• Strategic Thinking and Management Reporting. Translate company goals into measurable key performance indicators. Build and monitor KPIs to measure team performance for opportunity win rates, sales cycle time, utilization, skillset coverage. Identify team shortfalls and plan corrective actions so the team can meet and exceed sales targets.

Qualifications

• SMB technical selling at scale. Direct, hands-on experience with implementations or sales or pre-sales within the manufacturing, construction, and/or distribution lower-mid-market (sub $100m).
• ERP solution building. Personal experience (5+ years) building a solution and demonstrating business management software solutions.
• Management. Experience (5+ years) directly managing and mentoring a team of presales engineers.
• Talent development. Proven ability to recruit, develop, and mentor presales engineers to elevate performance and engagement.
• Business Expertise. Understanding of lower mid-sized business operations with the ability to architect a solution with multiple software products, resource constraints, integrations, and customizations.
• Analytical Thinking. Ability to listen, ask questions, root out customer issues, and solve ambiguous problems.
• Excellentcommunication skills with the ability to articulate complex concepts in a clear and concise manner.
• Strong presentation skills to effectively convey product value and engage with stakeholders at various levels. Experience speaking in public and instructing in a classroom or a small group
• Bachelor's degree in accounting, finance, or business. MBA a plus. CPA a plus.
• Channel Experience. History working in a channel sales environment a plus.
• Technical background is a plus.
• Ability to travel 10% - 20% of the time.

For this role, the salary range is $140,000-160,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements.

At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.

Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. US-based employees gain access to healthcare benefits (medical, dental and vision insurance for you and your dependents), employer paid Short-Term/Long-Term Disability and Basic life coverage, 401(k) plan with company match, Flexible time off, sick and safe leave, among others.

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