Acumatica Sales Director

Pinnacle is introducing an exciting new role, an Acumatica Sales Director. In this position, you’ll collaborate with the Sales Director, immerse yourself in the Cloud ERP (Enterprise Resource Planning) sector, and play a key role in driving business growth. You’ll lead the Acumatica sales team, develop strategies, and execute plans to sell Acumatica to both new and migrating customers.

Cloud ERP software solutions are typically complex solutions that integrate various business processes, such as finance, supply chain, HR, and customer relationship management, so the role requires a deep understanding of both the technology and business processes.

We plan to significantly grow our performance in the Acumatica customer acquisition space, the Acumatica Sales Director will be entirely focused on this, with a dedicated team.

This role has performance measures vital to our future success.

As a Sales leader you will be able to demonstrate how we gain market share in this exciting space.

Key responsibilities

Sales Strategy and Planning

• Develop Sales Plans: Create and implement a comprehensive sales strategy for promoting Acumatica, identifying target markets, and setting sales goals.
• Market Analysis: Analyse market trends, competition, and customer needs to position Acumatica effectively.
• Forecasting: Using Pinnacle’s CRM tools build accurate sales forecasts and projections based on market trends and historical performance.
• Vertical Focus: Lead and continue our focus into Vertical Markets such as Construction, Distribution and Manufacturing.

Leadership and Team Management

• Lead Sales Team: Manage and mentor a sales team, ensuring that they have the necessary resources, training, and support to succeed.
• Set Targets and KPIs: Work with the Sales Director to prepare sales targets and performance indicators for the team, and vitally track progress and measure success.
• Recruitment and On boarding: As required to support long term growth hire and onboard new sales talent with a focus on building a high-performance sales team.
• Team Development: Equip the team with the right tools, resources, and knowledge to effectively sell Acumatica, including product knowledge, competitor insights, and sales methodologies.

Customer Relationship Management

• Develop Key Customer Relationships: Build and maintain strong relationships with key decision-makers at potential customer organisations.
• Consultative Selling: Understand the business pain points of potential customers and provide tailored solutions that meet their specific needs.
• Presentations and Demos: Lead sales presentations and product demos, effectively communicating the value proposition of the Cloud ERP system.
• Negotiation and Closing: Negotiate pricing, contract terms, and other aspects of the deal while ensuring profitability and customer satisfaction

Collaboration

• Work with Pre-Sales Teams: Collaborate with technical and pre-sales teams to understand product capabilities and ensure that solutions are aligned with customer requirements.
• Build key relationships: Relationship build with our partner Acumatica and be an advocate for success in Acumatica’s Partner channel
• Coordinate with Product Development: Provide feedback to the product development team on customer needs, potential new features, and improvements based on market demands.
• Marketing Alignment: Work closely with marketing to align messaging, campaigns, and promotional activities with sales goals.

Performance Monitoring and Reporting

• Track Sales Metrics: Monitor key performance indicators (KPIs) such as sales revenue, win rate, sales cycle length, and customer retention to gauge the effectiveness of sales efforts.
• Report to Senior Management: Provide regular reports to executive leadership on sales performance, challenges, and opportunities.
• CRM Utilization: Use customer relationship management (CRM) tools to track leads, opportunities, and sales pipeline.

Market and Product Knowledge

• Stay updated on Cloud ERP Trends: Continuously stay informed about the latest Cloud ERP trends, technological advancements, and new features in the software to communicate value to prospects.
• Competitor Analysis: Keep track of competitors’ offerings and pricing and adapt sales strategies accordingly to maintain a competitive edge
• Product Customisation: Understand the flexibility and customisation options of the Cloud ERP system and work with customers to tailor solutions to their specific needs, leveraging the power of Pinnacle’s Digital Transformation Team.

Financial and Budget Management

• Budget Planning: Work in collaboration with the Sales Director to manage the sales department’s budget to ensure cost-effective sales operations.
• Profitability Management: Ensure that sales deals are structured in a way that maximises profit margins, whilst meeting customer expectations.

Required Skills and Experience

• Sales Leadership: Proven ability to lead and manage a high-performing sales team.
• ERP Expertise: Deep knowledge of ERP systems and how they benefit businesses (e.g., Sage, Acumatica, SAP, Oracle, Microsoft Dynamics, NetSuite).
• Industry Knowledge: Understanding of specific industries (e.g., Manufacturing, Distribution, Finance. Construction) that can benefit from ERP solutions.
• Negotiation Skills: Ability to negotiate complex deals and navigate contract discussions.
• Communication Skills: Strong presentation, negotiation, and interpersonal communication skills
• Analytical Skills: Ability to analyse sales data, trends, and client needs to inform strategic decisions
• Relationship Management: Ability to build long-term relationships with both clients and internal teams.
• Project Management: Ability to manage multiple client projects simultaneously.
• Demonstrate ability to meet and exceed sales plans.

Requirements

• Travel to customer site as required
• Overnight stay as required
• Attend team meetings, events physically as require
• This is a full-time position
• Office-based when required, and remote work.