Note: The job is a remote job and is open to candidates in USA. Acumatica is a leading provider of cloud Enterprise Resource Planning solutions for growing businesses. The Senior Manager, Presales Engineering will lead and mentor a team of five presales engineers while remaining hands-on in technical sales, solution discovery, demonstrations, proposals, partner enablement, and performance management for lower mid-market ERP opportunities.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- Direct, hands-on experience with implementations or sales or pre-sales within the manufacturing, construction, and/or distribution lower-mid-market (sub $100m)
- Personal experience (5+ years) building a solution and demonstrating business management software solutions
- Experience (5+ years) directly managing and mentoring a team of presales engineers
- Proven ability to recruit, develop, and mentor presales engineers to elevate performance and engagement
- Understanding of lower mid-sized business operations with the ability to architect a solution with multiple software products, resource constraints, integrations, and customizations
- Ability to listen, ask questions, root out customer issues, and solve ambiguous problems
- 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
- Ability to travel 10% - 20% of the time
- MBA a plus
- CPA a plus
- History working in a channel sales environment a plus
- Technical background is a plus
Benefits
- Annual bonus and stock, for certain roles, allocated based on individual performance
- Sales incentives based on revenue or utilization, for certain roles, depending on the terms of the plan and the employee’s role
- 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
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