How you’ll make an impact

You 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

• Effective territory management through categorisation and prioritisation of all new Accounting and Bookkeeping Partners.
• Generate a pipeline of qualified opportunities through effective quarterly planning, and achieve your target through proactive outbound call activity, emails, and marketing campaigns.
• Recruit, educate and land new Xero accounting partners to grow the channel, leading to growth of our small business customer base.
• Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach
• Drive the development of the online and cloud strategy within existing and new partners.
• Cultivate partner relationships via prospecting, attending events, running and presenting workshops and meeting with partners.
• Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars.
• Increase and maintain the percentage of certified partners ensuring attendance of re-certification where required.
• Build social media presence, drive attendance to events as required.
• Keep all information, relating to inbound and outbound calls, up-to-date at all times in Salesforce.

Success looks like

• 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.
• Weekly KPI measurements. Such as meetings, calls and events.
• Successfully recruit new accounting partners.
• Manage existing accounting partner relationships under our recruit, educate, grow model.
• Able to articulate the value of Xero in a variety of contexts based on the partner’s needs.
• Collaborate with our technical team to present end-to-end accounting workflow solutions.
• Bring your community to life by facilitating peer-to-peer networking and partner recruit events.
• Effective use of processes and tools, also referencing Xero’s sales methodology to guide your process.

What you’ll bring with you

• Experience in sales, in a fast paced technology or SaaS company
• Experience building rapport and selling to partners
• Market knowledge in current Practice and SME software competitor platforms is a plus
• Knowledge of the workings of an accounting practice and systems is a plus
• Demonstrated initiative and ability to work autonomously with a solutions driven mindset