How you’ll make an impact
During the contract period, you will be instrumental in leading and executing high-priority experiments aimed at refining and enhancing Xero’s segmented partner experiences. This involves working cross-functionally with GTM teams (sales, CX, and marketing) to understand, design, and execute differentiated partner journeys for specific partner segments. The success of these experiments will be critical to shaping how Xero delivers tailored experiences to partners at scale, while also driving measurable revenue outcomes for Xero.
Deliverables
Reporting to the Global Partner Journey Strategist, you’ll support the execution of a number of key initiatives across the marketing and sales organisations:
Segment-Specific Experience Experimentation
- Design and Execute Experiments: Lead experiments focused on testing and validating the outcomes of a digital-only onboarding experience versus a sales-led onboarding approach for a key partner segment.
- Collaboration across GTM Teams: Work closely with Sales, CX, Marketing, and Data Science teams to define the experiment scope, ensuring a cohesive approach to creating differentiated partner experiences.
- Data-Driven Approach: Collaborate with the Data Science teams to set rigorous success metrics and KPIs for the experiment, ensuring all relevant data is captured, analysed, and actionable insights are generated.
- Internal Communication & Stakeholder Updates: Develop and implement a communication plan to keep Senior Leadership Team (SLT) and key stakeholders informed on the progress of the experiment, including regular updates on performance, risks, and insights gathered from the data.
- Present Recommendations for Scaling: Present insights and actionable recommendations to the Global Partner Journey Strategist and key stakeholders on how to optimize, enhance, and potentially scale the digital partner onboarding approach.
Setting Success Metrics & Tracking Outcomes
- Define Success Criteria: Develop a clear framework for evaluating the success of the experiments, focusing on key performance indicators such as partner engagement, onboarding completion rates, and revenue production.
- Revenue Impact Measurement: Implement reporting mechanisms to track the revenue outcomes of the partner cohort included in the experiment, analysing how the experience impacts the cohort's contribution to Xero's overall revenue goals.
Global GTM Communications Alignment
- Propose Global Standardised Communications: Using the Partner Experience Framework, collaborate with GTM teams to understand existing messaging and content, with a focus on identifying opportunities to standardise and automate across core and high-value customers.
- Sales Enablement: Work closely with regional sales and GRE teams to clean up automated communications, apply globally consistent naming conventions, and ensure GRE has the tools needed to make sure all teams are trained on the optimised communication strategies.
What you’ll bring with you
- Proven experience on automation and workflow management
- Salesforce reporting and data management
- Experience in driving revenue outcomes from partners at scale
- Working with data teams to ask the right questions and assimilate actionable recommendations
- Excellent ability to work cross-functionally and influence teams
- A self-motivated problem solver; comfortable with getting thrown into complex problems and turning them into structured solutions
- Analytical, data and process-driven with great attention to detail
- Excellent organisational, communication and stakeholder management skills
- Salesforce CRM, Datacloud and campaign/cadence management expertise (desirable)
