Senior Manager, Presales Engineering

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.
• 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.
• Channel Experience. History working in a channel sales environment a plus.
• Technical background is a plus.
• Ability to travel 10% - 20% of the time.

Additional Information

Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail HR@acumatica.com. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.

Benefits/perks listed here may vary depending on the nature of your employment with Acumatica and the country where you work. Canadian based employees gain access to:

• Competitive compensation package, including annual bonus opportunities (eligibility based on role)
• Employer-matched RRSP program to support your long-term financial goals
• Generous vacation, personal days, and sick leave benefits
• Flexible work arrangements, including hybrid and fully remote options
• Ongoing learning and development through training and certification programs
• Comprehensive health and dental coverage, including virtual healthcare services, and health and personal spending accounts
• Wellness initiatives and Employee Assistance Program (EAP)
• Employee recognition and rewards programs that celebrate your contributions
• Company-matched charitable donations to support causes that matter to you
• Collaborative, inclusive, and people-first culture where your growth is encouraged