Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive.
At 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 role is responsible for prospecting, growing, developing and directly managing relationships with Xero Partners, defined as accounting firms, in the market to generate new revenue.
Initiating the creation and development of business plans for these firms to develop their online cloud strategy.
What you’ll do
Take a leading role in identifying, qualifying and closing opportunities by prospecting and developing key relationships with the mid-large accounting firms
Recruit, educate and land new Xero accounting partners in to grow the channel, leading to growth of our small business customer base
Utilize your hybrid hunter / farmer sales skills to both drive high-complexity consensus sales, while also having the ability to foster organic growth within an existing partner
Generate pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, and marketing campaigns
Drive the online and cloud strategy deep within existing and new partners
Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach
Cultivate new partner relationships via prospecting, attending events, hosting workshops and meeting with partners on-site
Assist in the education of partners on how to leverage Xero to grow their own accounting practices
Enrich the Xero experience of our accounting partners through thought leadership and continuous education
Leverage your agility, work ethic and desire to achieve, by contributing to the success of a growing Xero sales team
Build thought leadership and social media presence
Articulate the Xero value proposition with industry context
Success looks like
Meeting monthly targets on new clients signing up to Xero via your accounting partners as well as maintaining a high level of activity hitting on key touch points to maintain excellent account hygiene in our CRM
Meeting weekly KPI measurements such as meetings, calls and events
Successfully recruit and grow new accounting partners
Manage existing accounting partner relationships under our recruit, educate, grow model
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
What you’ll bring with you - Critical competencies
Enthusiasm for building new relationships with Accounting firms
Ability to create a quick and strong rapport with accountants
Process driven and takes ownership
Demonstrated initiative and ability to work autonomously
What you’ll bring with you - Experience
8+ years of sales experience in a fast paced technology company, SaaS company or Accounting firm preferred
Strong market knowledge in current Practice and SME software competitor platforms
Knowledge of the workings of an accounting practice and systems is a plus
Why Xero?At Xero we support many types of flexible working arrangements that allow you to balance your work, your life and your passions.
We offer a great remuneration package including shares plus a range of leave options to suit your well-being. Our work environment encourages continuous improvement and career development and you’ll get to work with the latest technology.
Our collaborative and inclusive culture is one we’re immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate successfully.
We are a member of Pride in Diversity, in recognition of our inclusive workplace. So, from the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.