Senior Manager, Presales Engineering

Acumatica•Reston, VA

20h•$140,000 - $160,000•Remote

About The Position

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.

Requirements

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).
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.

Nice To Haves

MBA a plus.
CPA a plus.
Channel Experience. History working in a channel sales environment a plus.
Technical background is a plus.

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.
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.