Enterprise Partner Success Manager, Xero
+ Employee Share Plan
Cloud-based accounting software
Be an early applicant
Cloud-based accounting software
1001+ employees
Be an early applicant
+ Employee Share Plan
1001+ employees
Company mission
To make life better for people in small business, their advisors, and communities around the world.
Role
Who you are
- Bookkeeping/accounting experience a plus
- Extensive industry knowledge, contacts and networks
- A track record in influencing and drive sales within partner vertical channels
- Willingness to travel to partners and territories up to 75% of time
- Relationship management experience in a consultative selling environment
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Enthusiasm for the emerging cloud accounting market and its new opportunities
- Confident in managing complexity with partners and proactive in identifying opportunities for them
- A natural tendency towards building mutually beneficial partnerships
- Results driven with strong initiative and ability to work independently
- Outstanding communication and presentation skills
- Capacity to learn, adapt and apply ideas in constantly morphing situations
- Ability to create quick, strong rapport with accountants and other stakeholders
- A process driven results-focused approach
- 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
What the job involves
- At Xero the customer is the cornerstone of everything we do. This role is responsible for actively managing existing relationships with Xero’s enterprise accounting and bookkeeping partners
- The Enterprise Growth Manager (EGM) will support these partners in achieving their cloud practice strategy using Xero’s proven and long standing partner value proposition
- As well you will be responsible for helping your partners successfully deploy existing business plans while looking for activation, cross-sell and up-sell opportunities. In managing existing relationships, you will ensure that each firm has the opportunity to grow through internal firm-wide education, firm specific events, and client events
- Manage existing enterprise partner relationships with the goal to retain, activate and grow profitable relationships. Strategize ways to increase their revenue and promote growth via cross-sell or up-sell opportunities
- Manage inbound sales calls and respond to current partner inquiries, fostering organic growth and run rate within an existing partner
- Execute outbound sales phone calls, in person and virtual meetings that drive subscription activation and utilization
- Execute outbound and new acquisition sales motions in alignment with business net new growth objectives
- Execute upsell and cross sell opportunities within the enterprise partner channel and territory you are overseeing
- Manage and coordinate with community teams as well as cross functional teams towards the successful deployment and activation of business plans
- Consistently communicate and work alongside Xero Senior Account Managers to build and execute revenue growth strategies for local offices of Enterprise Partners
- Build strong relationships with accounting partners to identify, cultivate, and activate large business plans through consultative selling techniques and a collaborative sales approach, leading to the growth of our small business customer base
- Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero
- Drive attendance to local and national Xero events
- Utilize sales enablement tools such as Salesforce and other automation tools
- Travel to partners and prospects within your territory will be required up to 15-25% of your time
- Success looks like:
- Meet monthly revenue, and activation targets
- Meet weekly KPI’s such as but not limited to- partner account drop ins, in person and virtual meetings, outbound phone calls, demo’s, activation opportunity creation pipeline
- Manage existing enterprise accounting partner relationships under our win, love, grow model
- Outbound prospecting to support a new acquisition pipeline as the business requires it
- Create, present, and implement quarterly business reviews with your accounting partners
- Ensure we capture relevant insights and opportunities from each existing enterprise accounting partner
- Position Xero to be the cloud platform of choice within the entire accounting practice
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 benefits
- Top-spec MacBook or HP Z-book
- Employee Share Plan (own a part of Xero!)
- 23 days holiday plus Bank Holidays (plus an extra 3 days over the Christmas period!)
- 10 days Wellbeing Leave (for sickness, emergencies and taking a mental health break)
- Company Pension Scheme (matched contributions up to 4.5%)
- A range of wellbeing initiatives
- Remote and Flexible Working
Company HQ
Te Aro, Wellington, Wellington
Leadership
Rod Drury
(Founder)Previously Consultant at EY, Founder of Glazier System. Was CEO of AfterMail and Director at TradeMe. Also founded Pacific Fibre and was Director at NZX.
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