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 new Accounting and Bookkeeping Partners. + Generate a pipeline of qualified opportunities through effective quarterly planning, and achieve your target through proactive outbound call activity, emails, and marketing campaigns.
+ Recruit, educate and land new Xero accounting partners to grow the channel, leading to growth of our small business customer base.
+ Build strong relationships with our accounting 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.
+ Build social media presence, drive attendance to events as required.
+ Keep all information, relating to inbound and outbound calls, up-to-date at all times in Salesforce.

Success looks like

+ Meeting monthly targets as well as maintaining a high level of activity, hitting on key touch points to maintain strong account hygiene in our CRM. + Weekly KPI measurements. Such as meetings, calls and events.
+ Successfully recruit new accounting partners.
+ Manage existing accounting partner relationships under our recruit, educate, grow model.
+ Able to articulate the value of Xero in a variety of contexts based on the partner's needs.
+ Collaborate with our technical team to present end-to-end accounting workflow solutions.
+ Bring your community to life by facilitating peer-to-peer networking and partner recruit events.
+ Effective use of processes and tools, also referencing Xero's sales methodology to guide your process.

What you'll bring with you

+ Experience in sales, in a fast paced technology or SaaS company + Experience building rapport and selling to partners
+ Market knowledge in current Practice and SME software competitor platforms is a plus
+ Knowledge of the workings of an accounting practice and systems is a plus
+ Demonstrated initiative and ability to work autonomously with a solutions driven mindset