Associate Enterprise Account Executive, Xero
More information about location
Accounting software for small businesses
Job no longer available
Accounting software for small businesses
1001+ employees
Job no longer available
More information about location
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; ideally in a hunting sales
- Experience building rapport and selling to partners
- Market knowledge in current Practice and SME software competitor platforms is a plus
- Knowledge of the workings of an accounting practice and systems is a plus
- A track record in influencing and drive sales within partner and/or vertical channels
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Outstanding communication and presentation skills
- An enthusiasm for building strong relationships
What the job involves
- This role is responsible for establishing Xero’s commercial relationships with the offices of accountants and bookkeepers for defined Enterprise Partners Offices
- 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 to adopt Xero, driving positive outcomes for the partners while also contributing revenue and subscription growth for our business
- Generate new relationships with offices of defined enterprise accounting and bookkeeping partners
- Assist, drive and influence the development of business plans for these partners’ offices to develop their Xero adoption
- Partner with Enterprise Account owner to contribute to the overall strategy for the partner
- This position will require significant travel to partner meetings and events
- Drive pipeline management for your portfolio through outbound prospecting activities and quarterly planning to achieve your target
- Ensuring that commitments in the sales process are managed and delivered by leveraging internal relationships
- Accessing TAM within the offices to convert to Xero
- Approaching relationships with our accounting enterprise partners’ offices through consultative selling techniques and a collaborative sales approach
- Engage with new enterprise partner office relationships via in person, virtual meetings, attending events, running and presenting workshops
- Educate enterprise account partners’ offices on all partner resources available
- Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars
- 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 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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