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.
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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
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