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.

• 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.

• Demonstrable experience in a fast paced technology or SaaS company preferred.
• Proven sales performance and impact
• Field account manager experience
• Flexibility to travel around your allocated territory (with a car) as well as the occasional travel outside your territory
• 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