United States onlyAt Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.
This is a senior individual contributor role responsible for directly establishing and growing relationships with Enterprise Accounting and Bookkeeping Channel Accounts in the United States
How you’ll make an impact
- Generating new relationships with enterprise accounting and bookkeeping partners through outbound prospecting activity
- Assisting, driving and influencing the creation and development of business plans for these firms to develop their online strategy
- Ensuring that commitments in the pre-sales process are managed and delivered by leveraging internal relationships
- Accessing TAM within the firms to convert to Xero
- Partnering with Senior Account Managers assigned to the local offices to grow Xero penetration within Enterprise Accounts during pre-sales
- This position will require significant travel to partner meetings and events.
What you’ll do
- Develop and maintain relationships with Accounting Partners to ensure long-term success
- Act as the liaison between Accounting Partners and internal teams ensuring clients’ requirements are met
- Collaborate with Sales,Marketing & Product teams to set and suggest product evolutions
- Ensure a formal enterprise account engagement plan is developed
- Delivering Xero introductory events to prospective enterprise accounts
- Manage enterprise inbound sales calls and tickets from prospect enterprise accounts and support Senior Account Managers to be able to promptly manage regional inbound sales calls and tickets
- Ensure Partners and staff attend introductory webinars, events & certification training
- Educate enterprise accounts on all partner resources available
- Monitor specifically assigned enterprise accounts progress through the sales cycle, while working collaboratively with the rest of the sales organization.
- Updating CRM system with all client communications including calls, emails and meetings
- Maintaining and updating CRM system of all practice staff and contact details
- Respond in a timely manner to all enterprise account enquiries both internally and externally
- Driving attendance for Xero Sales led events and Partner Forums
Success looks like
- Meeting monthly revenue and subscription targets enterprise accounts directly managed
- National Weekly measurements- As per above monthly KPI’s – reported weekly
- Development of Marketing and Strategic account plans
What you’ll bring with you
- 8+ years experience in a hunting sales role with at least 2+ years experience dealing with Enterprise accounts
- Accounting experience from within large Accounting firms, deep understanding of workflows and consulting within those firms is a plus
- Extensive industry knowledge, contacts and networks
- A track record in influencing and drive sales within partner and vertical channels
- Strong market knowledge in current Practice and SME software competitor platforms
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Outstanding communication and presentation skills
- An enthusiasm for building strong relationships
- Ability to create a quick and strong rapport with partners
- Attention to detail and follow-up
- A process driven results-focused approach
- Passion and desire to make a difference
Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience. If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.
Australia
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