Job DescriptionAcumatica is looking for a Solution Architect to support sales productivity and deal flow by discovering customer requirements and building a solution which includes core Acumatica software, ISV solutions, AI, and professional services. The solution must be designed to match the budget and time constraints of the customer.
The Solution Architect must understand mid-sized and small but growing businesses in one or more of the industries we serve: accounting, construction, manufacturing, or distribution. Within that understanding, demonstrable articulation of end-to-end business processes and the systems that underpin it is important.
The Solution Architect will work with sales teams to design and present an end-to-end technical solution with software, system resources, professional services, and implementation targets. Must be able to demonstrate key aspects of the solution so prospects can see the benefits and be comfortable with a path to success before purchasing. Will work with partners to close larger and more complex deals with the goal of improving win ratios, minimizing cycle time, and ensuring customer objectives are communicated to implementation teams.
As an industry and product expert, the Solution Architect supports Acumatica internal resources at webinars, events, product rollouts, analyst meetings, and other activities designed to demonstrate Acumatica capabilities, but the focus is on working opportunities and closing deals.
What the job entails:
- Product Expertise. Become an ERP domain expert across modules and verticals such as accounting, construction, wholesale distribution, retail, manufacturing, field service, and professional services. The ideal candidate must understand how to integrate core capabilities, AI, ISV solutions, and custom development to deliver solutions.
- Discovery and Planning. Lead an end-to-end consultative discovery process focused on improving business processes. Gather information related to customer operations, requirements, and challenges.
- Product Demonstrations. Tailor an environment to deliver compelling demonstrations so customers understand how Acumatica software will work to meet their specific business goals.
- Solution Planning. Gather requirements and work with sales and services teams to architect a solution which includes software, services, and a project plan.
- Partner Enablement. Work with Acumatica partners to help them tailor a solution for larger and more complex customers.
- Partner Training. Develop discovery guides, presentations, and videos to help partners deliver a consistent value proposition and message when delivering sales demonstrations.
- Thought Leadership. Assist with creating and delivering webinars, white papers, training, and blog articles to establish Acumatica as a trusted leader in the mid-sized business management software industry.
- Goals. Meet assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams.
Qualifications- Understand mid-sized business operations related to sales, ordering, shipping, invoicing, and reporting.
- Significant experience (7+ years) demonstrating business management software solutions.
- Ability to listen, ask questions, root out customer issues, and solve ambiguous problems.
- Experience building a project plan, laying out goals, strategies, tactics, and timelines.
- Experience architecting a solution with multiple software products, resource constraints, and customizations.
- Excellent communication 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.
- Experience implementing ERP & CRM solutions is a plus.
- Experience working in a channel sales environment a plus.
- Technical background is a plus.
- Ability to travel 10% - 20% of the time.
Additional InformationAt 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.
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