Partner Enablement Manager - Pre Sales Details

Partner Enablement Manager - Pre Sales

Acumatica - Reston, VA

Employment Type : Full-Time

Acumatica Partner Enablement Manager (PEM) – Pre-Sales

Role Description

Reporting to the Director, Partner Enablement, and working closely with other domain-focused Partner Enablement Managers, Pre-Sales Enablement Managers and the Acumatica Sales Team, the Partner Enablement Manager (PEM) – Pre-Sales is the connection between our partner community and the Acumatica product. Acumatica goes-to-market through an indirect channel of strategic reseller partners. The Pre-Sales PEM role is focused on training, support, and enablement specific to the partner pre-sales role, which we have determined to be mission-critical to the success of our value-added reseller (VAR) community. A demo is involved in 100% of our partner sales cycles. Having exceptional pre-sales demonstration skills and resources, therefore, is one of the most important factors leading to partner success. The Pre-Sales PEM is front and center in the creation, maintenance and delivery of exceptional programs, initiatives, courseware, testing, webinars and presentations.

Acumatica is a company on a mission. We are the world’s fastest growing ERP software publisher and a leading provider of cloud business management software that empowers small and mid-size businesses to unlock their potential and drive growth. Built on the world’s best cloud and mobile technology, and a unique customer-centric licensing model, Acumatica delivers a suite of fully integrated business management applications, such as Financials, Distribution, Manufacturing, Field Service, Retail/Commerce, CRM, and Project Accounting, on a robust and flexible platform. In an interconnected world, Acumatica enables customers to take full control of their businesses, play to their organizations’ unique strengths, and support their clients by following them anywhere on any device.

Acumatica’s culture is casual and high-energy. We are passionate about our product and our mission and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world. Acumatica offers exceptional professional, financial, and career growth potential.

To learn more about Acumatica’s mission, please visit: http://www.acumatica.com

Acumatica is looking for a Partner Enablement Manager - Pre-Sales to support partner sales productivity and practice building by providing deep ERP demonstration training and enablement. The PEM collaborates with internal Acumatica enablement and channel sales teams as well as partner pre-sales and sales resources to ensure that our partner’s pre-sales resources are thoroughly trained on the Acumatica product and confident in delivering end-to-end Acumatica demonstrations. The Pre-Sales cycle consists of ensuring customer needs are accurately addressed with our solution through discovery sessions, demonstration sessions and implementation handoff and the PEM will be responsible for guided enablement of each one of these areas. The PEM will also be responsible for demo soft skills training including but not limited to presentation best practices, avoiding demonstration “crimes”, and performing smooth demo transitions. The PEM will also support Acumatica internal resources at shows, events, product rollouts, analyst meetings, and other activities designed to demonstrate Acumatica capabilities throughout the marketplace. The Partner Enablement Manager - Pre-Sales is responsible for ensuring that new partners have a stellar enablement experience, existing partners successfully demonstrate and sell the product, and internal resources have the knowledge they need to perform product demonstrations.

What you will do:

• Work with new Acumatica partners as they begin their enablement journey helping them obtain, demonstrate and confirm through testing, their knowledge and understanding of the Acumatica core application
• Work with existing Acumatica partners to audit and identify missing pre-sales skill sets and provide training and best practices on those functional areas
• Provide one-to-many demonstration skills training webinars and events for Acumatica partners, ISVs and employees
• Create and deliver course curriculum that outlines the best practices of delivering an ERP demonstration
• Work opportunities with new or existing partners based on pre-sales cases submitted and assigned. Goal is to deliver and “leave behind” a skill set as well as delivering exceptional demonstrations.
• Review partner discovery documentation or work with new partners as they learn to create comprehensive discovery documentation that scopes the functional solution needed to address customer requirements.
• Become an ERP domain specialist in the Acumatica core application as well as key ISV solutions and other solutions that extend Acumatica’s ability to dominate in the marketplace.
• Utilize Acumatica CRM and other tools or resources to document, track and report on your activities.
• Work with Acumatica partners or internal teams to validate prospect or customer qualification status to ensure the effective, efficient and profitable allocation of Acumatica Pre-Sales Consultants.
• Create and deliver webinars, seminars, content, curriculum and other assets that are designed to help Acumatica and its partner community become more successful in qualifying, demonstrating and supporting the Acumatica core financials solutions.
• Create blog articles, whitepapers and other thought leadership assets
• Become a mentor, coach, and advocate for the Acumatica Partner Pre-Sales Community

You are a great fit for this position if:

• You have a Bachelor's degree in Accounting, Finance or Business. MBA or CPA a plus.
• You have 5+ years of finance, accounting, or ERP consulting experience.
• You have demonstrated and/or implemented an ERP solution and understand the workflow needed to achieve financial, accounting and operational objectives.
• You have large company experience that you would like to apply to a smaller team.
• You have worked in a startup-like environment (unstructured, ambiguous, resource constrained, fast paced).
• You know how to build an action plan, laying out goals, strategies, tactics and timelines.
• You know how to listen, ask questions, build consensus and solve ambiguous problems.
• You have exceptional time management skills which are required as you will be working independently.
• You can travel 10% to 20% of the time.
• You are an experienced public speaker as well as possessing the ability to instruct both in a classroom situation and one-on-one with a partner employee.
• The ability to work directly with many levels within an organization from CEO to individual contributor – getting partners to change their behavior and adopt best practices.
• You have exceptional written and verbal communications skills.
• If you have a technical background in addition to most of what is listed above, you will move to the top of the list for employment consideration.

Acumatica is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.

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