Sales leaders for the firms that sell ERP.
We place account executives, solution consultants and sales leaders in ERP implementation partners, resellers and systems integrators.
A services sale with a product inside it.
An ERP partner sells a decision a finance team will live with for ten years. The buyer is a CFO who has heard the stories about failed implementations, a controller who will do the work, and an IT lead who will have to support it. The partner's sales leader has to win all three, sell the software, the implementation and the support plan, and then hand the deal to a delivery team without promising anything that team cannot deliver.
The people who do this well rarely apply for jobs. They are already at a partner, carrying a number, with a vendor channel manager who would like them to stay where they are.
IT services is one of the sectors we were built to serve. ERP implementation partners are where we are focusing within it, starting with Sage Intacct.
The roles we fill.
New Business Account Executive
Opens net-new logos for the practice, runs a finance-led sale across several decision-makers, and closes software, implementation and support in one deal.
Account Manager
Owns the installed base: add-on modules, ISV integrations, support renewals, and the migration conversation when the platform changes underneath the client.
Solution Consultant
Sits in the demo and keeps the sale honest. Usually someone who has implemented the product and can tell a prospect what it will and will not do.
Partner and Alliance Manager
Runs the relationship with the vendor's channel team and the ISVs around the platform. At a reseller, much of the pipeline can arrive through this seat.
VP of Sales
Builds the team, sets the territory model, and forecasts software and services revenue that the owners believe.
Chief Revenue Officer
For partners growing by acquisition or after investment: the executive who puts sales, marketing and customer success under one number.
What makes a partner sales leader different.
A vendor's own account executive sells the product. A partner sales leader sells the product, the people who will implement it, and the years of support afterwards. Their quota usually mixes software with services, and their best deals come from the vendor's field team, an ISV, or a former client who changed jobs and called them first.
That changes who we look for. Product knowledge matters, and so do relationships with the vendor's field team. What matters most is whether the sales leader scopes deals the delivery team can deliver at margin. Sales leaders who over-promise win deals and lose clients, so we ask the people who delivered their deals what it was like to inherit them.
The platforms we recruit for.
Every ERP ecosystem has its own partner model, buyer and calendar. Some partners resell the software and own the client; others deliver services while the vendor sells the licence. The sales leader's job changes with it.
FeaturedSage IntacctSageCloud financials for growing companies, sold and implemented by a reseller channel.Sage Intacct →
NetSuiteOracleMid-market cloud ERP with two partner motions, and two very different jobs for sales leaders.NetSuite →
Business CentralMicrosoftMicrosoft's ERP for small and mid-sized businesses, sold and run by partners.Business Central →Dynamics 365 Finance & SCMMicrosoftMicrosoft's enterprise ERP, where partners sell large implementation programmes.Dynamics 365 Finance & SCM →
SAP S/4HANASAPSAP's enterprise ERP and the suite around it, with the largest migration deadline in the market.SAP S/4HANA →SAP Business OneSAPSAP for small and growing companies, sold entirely through partners.SAP Business One →
Oracle FusionOracleOracle's enterprise cloud suite: ERP, planning, supply chain, HR and customer experience on one platform.Oracle Fusion →
WorkdayWorkdayOne cloud platform for HR, finance and planning, sold direct and now through a growing reseller network.Workday →
Infor CloudSuiteInforIndustry-specific ERP for manufacturers, sold by Infor and its partner network.Infor CloudSuite →
EpicorEpicorERP for manufacturers and distributors, with a growing partner channel.Epicor →
AcumaticaAcumaticaCloud ERP for small and mid-sized businesses, sold only through resellers.Acumatica →
IFS CloudIFSERP, asset and field service management for asset-heavy industries.IFS Cloud →Sage X3SageSage's ERP for mid-market manufacturers and distributors, sold through partners.Sage X3 →
OdooOdooOpen, modular business software with a large commission-based partner network.Odoo →Sage 100 and 300SageLong-established Sage products with a pure reseller channel and a large installed base.Sage 100 and 300 →Product names and logos are trademarks of their owners. Lyle Alexander Consulting is an independent search firm, not affiliated with or endorsed by any of these vendors.
How we run an ERP sales search.
01
The real brief.
Which platform, which segment, which industry, and what the quota is made of: software, services, recurring support. What the last hire got wrong.
02
Direct approach.
We go to sales leaders at competing partners and at the vendor itself, starting with the ones already selling into your vertical.
03
Proof of attainment.
Attainment by year, split between software and services, checked with the people who managed them. We also ask the delivery side about the deals they inherited.
04
Open and direct.
If your plan pays less than competing partners or the brief is drawing the wrong people, you hear it from us early.
Tell us about your next ERP sales hire.
Thirty minutes. Tell us the platform, the number, and what happened last time. We will tell you what the market looks like for the seat you have planned.