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 Accounting and Bookkeeping Partners
• Generate a pipeline of qualified opportunities through effective quarterly planning, and achieve your target through proactive outbound call activity, emails, online meetings and marketing campaigns
• Educate and land new Xero accounting and bookkeeping partners to grow the channel, leading to growth of our small business customer base
• Build strong relationships with our accounting and bookkeeping 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
• Keep all information, relating to inbound and outbound calls, up-to-date at all times in Salesforce

What you’ll bring with you

• Proven experience in sales, in a fast paced technology or SaaS company
• Proven experience in value selling
• Experience building rapport and selling to partners/customers
• Knowledge of the workings of an accounting practice and systems is a plus
• Process driven and takes ownership
• Demonstrated initiative and ability to work autonomously with a solutions driven mindset
• Enthusiasm for building new relationships with Accounting firms