Description:
Acumatica is looking for a Presales Engineer to support partner sales productivity and deal flow by providing expertise and demonstrating ERP solutions to customers and prospects.
The Presales Engineer collaborates with internal Acumatica enablement and channel sales teams as well as partners to ensure that proposed demonstrations, qualification, and discovery meetings accurately address customer needs and are supported by key customer technical decision-makers. The presales engineer works with partner presales and sales resources on specific sales opportunities. The presales engineer brings in Acumatica services, implementation, engineering, and technical support resources as needed.
The Presales Engineer is responsible for ensuring that partners have the tools and expertise needed to meet their sales objectives through a stellar enablement experience. Enabled partners must be able to gather requirements, demonstrate the product, and explain business value. The ideal candidate utilizes certification tools, on-going training, and on-going knowledge transfer to maximize win ratios, minimize cycle time, and ensure customer objectives are communicated to implementation teams.
As an industry and product expert, the Presales Engineer supports Acumatica internal resources at webinars, events, product rollouts, analyst meetings, and other activities designed to demonstrate Acumatica capabilities.
What the job entails:
- Product Expertise. Become an ERP domain specialist for financials, accounting, and optionally a vertical solution. Understand how the core modules (financials, CRM, etc.), vertical specific modules, and marketplace products come together to deliver a solution for a vertical market.
- Discovery and Planning. Gather information related to customer operations, requirements, and challenges. Focus the discovery on how to improve processes and streamline business operations.
- Product Demonstrations. Prepare an environment and deliver compelling demonstrations so customers understand how Acumatica software will work to meet their specific business goals.
- Partner Enablement. Work with new Acumatica partners to help them learn the software, conduct a discovery, and deliver a perfect demo.
- 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: Support sales teams and partners in closing deals by performing demonstrations, preparing demo materials, and answering questions.
Qualifications
- Understand financial accounting and mid-sized business operations related to sales, ordering, shipping, invoicing, and reporting.
- Previous experience demonstrating business management software solutions.
- Excellent communication skills with the ability to articulate complex concepts in a clear and concise manner.
- Confidence and strong desire to win deals.
- 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.