How you’ll make an impactYou will be responsible for growing and developing Xero’s commercial relationship with the accountants and bookkeepers in a defined territory or market. By working with the partners in your territory to create and execute on a strategy to digitise their practice you will drive positive outcomes for our partners, while also contributing revenue and subscription growth for our business.
What you’ll do
1. Effective territory management through categorisation and prioritisation of all new Accounting and Bookkeeping Partners.
2. Generate a pipeline of qualified opportunities through effective quarterly planning, and achieve your target through proactive outbound call activity, emails, and marketing campaigns.
3. Recruit, educate and land new Xero accounting partners to grow the channel, leading to growth of our small business customer base.
4. Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach
5. Drive the development of the online and cloud strategy within existing and new partners.
6. Cultivate partner relationships via prospecting, attending events, running and presenting workshops and meeting with partners.
7. Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars.
8. Increase and maintain the percentage of certified partners ensuring attendance of re-certification where required.
9. Build social media presence, drive attendance to events as required.
10. Keep all information, relating to inbound and outbound calls, up-to-date at all times in Salesforce.
Success looks like
11. Meeting monthly targets as well as maintaining a high level of activity, hitting on key touch points to maintain strong account hygiene in our CRM.
12. Weekly KPI measurements. Such as meetings, calls and events.
13. Successfully recruit new accounting partners.
14. Manage existing accounting partner relationships under our recruit, educate, grow model.
15. Able to articulate the value of Xero in a variety of contexts based on the partner's needs.
16. Collaborate with our technical team to present end-to-end accounting workflow solutions.
17. Bring your community to life by facilitating peer-to-peer networking and partner recruit events.
18. Effective use of processes and tools, also referencing Xero’s sales methodology to guide your process.
What you’ll bring with you
19. Experience in sales, in a fast paced technology or SaaS company
20. Experience building rapport and selling to partners
21. Market knowledge in current Practice and SME software competitor platforms is a plus
22. Knowledge of the workings of an accounting practice and systems is a plus
23. Demonstrated initiative and ability to work autonomously with a solutions driven mindset