GRF is seeking a dynamic pre-sales professional with expertise in Acumatica Cloud ERP and Sage Intacct for our Pre-Sales Solution Consultant role.
Summary of Responsibilities:
As a key member of the sales team, the Presales Solution Consultant uses consulting skills to build an intimate understanding of our prospective customers' business problems, objectives, and priorities. The Presales Solution Consultant maps these needs to software solutions and demonstrates to the prospect/client the benefits of these solutions through interaction, correspondence, presentations, and demonstrations throughout the sales process. While we do not travel often, there may be some travel on an as-needed basis driven by prospect/client preference for onsite demonstrations.
Essential Functions/Responsibilities:
- Build pipeline of opportunities and research buyers that sales teams can use to make new connections.
- Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
- Consult with prospective customers to identify business problems, objectives, and priorities relevant to our software solutions.
- Provide support and informational guidance to the Engagement Team and Sales Team on sales strategy, business benefits, and action plans throughout the sales process.
- Liaise directly with other Sales Team Members to ensure a co-coordinated, intimate, and professional experience for the customer throughout the sales process.
- Lead and manage the end-to-end presales process for all opportunities including project management, proposal development, content packaging, remote or on-site presentations, RFI response, client workshops, RFP submission.
- Discern what questions prospects are not asking, and lead them in that direction, effectively identifying and walking the customer through their challenges.
- Build a strong interactive relationship with the customer's key influencers and decision-makers.
Requirements
Qualifications (Education, Experience and Certifications):
- 4-year degree in business, Accounting, MIS or equivalent.
- 3 5 years minimum experience in the implementation and/or Presales/Post Sales capacity for ERP Software required.
- 1 + year(s) experience in a presales/demonstration of ERP solutions, in particular Acumatica Cloud ERP (most important) and Sage Intacct (bonus skill).
- Experience with popular Acumatica integrated solutions such as Velixo (bonus skill).
- Experience with vendor selection processes including RFI and RFP issuance and response management.
- 3 5 years of consulting experience highly desirable.
- Knowledge of, and the ability to plan and deliver product presentations including product demo skills, solution selling, and domain or vertical expertise required to close a deal required.
- Possess the ability to speak knowledgeably and persuasively with senior customer leadership, as well as the ability to effectively communicate with senior business leaders by articulating and bridging technical business gaps.
- Flexibility and willingness to travel when on-site work is required (rare).
- Experience with nonprofit and/or professional services organizations is strongly preferred.
- Previous accounting/ERP end user experience (bonus skill).
Knowledge, Skills, and Abilities:
- Professional demeanor.
- Excellent written, oral, and interpersonal communication skills.
- Entrepreneurial attitude: self-motivated, self-directed.
- Flexibility: task assignment, priorities, work environment.
- Open minded; desire to learn.
- Quick thinker; creative problem solver.
- Willingness and ability to travel as needed for on-site demos and conferences.
- Detail oriented, strong analytical, numerical, planning and reasoning abilities.
- Ability to work independently.
Benefits
This is a full time position. Our office is located two blocks from the Bethesda Metro Station (red line). Our benefits include a 401(k) plan with profit sharing, 100% paid individual medical, life and disability insurance, student loan repayment, and a culture that fosters flexibility and career development. We look forward to hearing from you!
GRF CPAs amp; Advisors is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, protected veteran status or disability. At GRF CPAs and Advisors, we cultivate an inclusive business environment where all employees are valued for their unique contributions to our mission to provide exceptional financial, tax and consulting services to our clien