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. Please note, this is a field based role and the territory will be in London. What you’ll do

Manage the sales and account management relationships with large and mid-tier accounting partners

Effective territory management through segmentation and prioritisation of all new and existing Accounting and Bookkeeping Partners.  

Proactively creating a strategic plan to drive a strong pipeline to meet quarterly goals. 

Generating a pipeline of qualified opportunities through effective strategic planning, and achieving your target through proactive outbound call activity, emails, field visits and marketing campaigns.

In partnership with new business teams, 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. 

Lead the development of digital and cloud strategies for both existing and new or prospecting  partners

Cultivate deep partner relationships 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. 

Build thought leadership and social media presence, drive attendance to events as required.

Keep all information, relating to inbound and outbound calls, pipeline activity and movement up-to-date at all times in Salesforce. 

What you’ll bring with you

Demonstrable experience in a fast paced technology or SaaS company preferred.

Proven sales performance and impact 

Field account manager experience 

Knowledge and understanding of the workings of an accounting practice and related systems. 

Strong market knowledge in current Practice and SME software competitor platforms is a plus.

Excellent communication and presentation skills 

Confident in managing complexity with partners and proactive in identifying opportunities for them 

Strong product knowledge and demonstration skills, connecting value to partners needs

Collaborative with internal and external stakeholders, working as a team