Senior Manager, Presales Engineering

Acumatica • Reston, VA

11d • Remote

About The Position

Acumatica is seeking a Senior Manager, Presales Engineering to join their team. This role reports to the VP of Presales Engineering and Architecture and is responsible for enhancing lower mid-market ERP sales productivity and deal flow. The individual will work on deals while leading and mentoring a team of 5 senior pre-sales engineers. The team's primary responsibility is to discover customer requirements and construct solutions that integrate Acumatica's core software, ISV solutions, AI, and professional services to support partner-led opportunity wins. This is a remote position ideal for someone who enjoys technical selling and people management 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.
• Ability to travel 10% - 20% of the time.

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 involving 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.

Benefits

• 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
• Annual bonus
• Stock
• Sales incentives based on revenue or utilization

What This Job Offers

• Job Type: Full-time
• Career Level: Senior