Associate Enterprise Partner Success Manager, Xero
Accounting software for small businesses
Open for applications
Accounting software for small businesses
1001+ employees
Open for applications
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- Experience in sales, in a fast paced technology or SaaS company
- Experiencing with managing long term client relationships
- Knowledge of the working of an accounting practice system
- A track record in influencing and drive sales within partner and/or 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 differences
What the job involves
- This role is responsible for growing and developing Xero’s commercial relationships with the offices of accountants and bookkeepers for defined Enterprise Partners
- These offices are a part of our Enterprise Accounts that is managed nationally by an Enterprise Account owner on our Enterprise Team
- By working with your defined partners to assist and execute on a strategy for driving positive outcomes for the partners in office while also contributing revenue through sustainable growth and retention for our business
- Managing existing relationships through regular best practice recommendations
- Drive expansion through cross-sell and up-sell opportunities with the offices
- Ensure every office has the opportunity to grow through education, events and direct support
- Partner with Enterprise Account owner to contribute to the overall strategy for the partner
- This position will require travel to partner meetings and events
- Develop and maintain relationships with Accounting Partners to ensure long-term success
- Work with a selection of enterprise partners’ offices to strategize ways to increase growth via cross-sell or up-sell opportunities
- Combat churn and risk of deletion through education and value proposition. Detecting and mitigating deletion risks early
- Work with partners to ensure their customers are using the most appropriate Xero subscriptions, and develop a migration and activation plan for potential new customers or upgrades
- Educating Partners on all Partner resources available through Xero and their partnerships
- Collating feedback from Partners on feature requests and relay through the appropriate channels
- Provide resources and support to educate users about ancillary products, ensuring they understand their benefits and how to utilize them effectively
- Implement customer programs, processes and best practices including a deployment blueprint and tips for using the product
- Foster positive partner relationships with proactive client management. Striving for strong partner satisfaction through responsiveness and regular communication
- Act as the liaison between Accounting Partners and internal teams ensuring clients’ requirements are met, such as o CX and Billing
- Ensure a account plans for each office are developed and monitor success
- Engage with enterprise partner office relationships via in person, virtual meetings, attending events, running and presenting workshops
- Build social media presence, drive attendance to events as required
- Keep all information, relating to inbound and outbound calls, meetings, practice staff and contact details, up-to-date at all times in CRM
- 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 targets on enterprise accounts directly managed
- Weekly KPI measurements - based activity and partner progress
- Hitting on key touch points to maintain strong account hygiene in our CRM
- Able to articulate the value of Xero in a variety of contexts based on the partner's needs
Our take
For a long time, high-quality financial services have been reserved for large-scale businesses. Xero solves this problem by giving small businesses, accountants, and bookkeepers access to best-in-class finance and accounting solutions.
Xero is one of the largest companies of its kind, with its promise to save time and effort for small business owners - who often don’t have in-house accounting teams - capturing interest and allowing the company to scale. It has a strong rival in Intuit QuickBooks, which offers similar services, but competes by being most effective for growing startups, and having an incredibly simple user experience.
A series of acquisitions and partnerships, including the purchase of Instafile in 2018, have consolidated Xero’s market share. The company continues to add new integrations, such as with Vehocheck Workshop Manager, and the 2023 launched Beautiful Business Fund that will help small businesses accelerate growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Company HQ
Te Aro, Wellington, Wellington
Leadership
Prior to Xero, she founded Boardlist and Joyus. She also served as the CEO of Polyvore and as a President of Asia Pacific and Latin America Operations at Google.
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