Job Description
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
About Xero