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
