SUCCESS LOOKS LIKE

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• Meeting monthly targets as well as maintaining a high level of activity, hitting on key touch points to maintain excellent account hygiene in our CRM.

• Weekly KPI measurements, such as meetings, calls, emails, events and online engagements.
• Successfully converted accounting and bookkeeping partners to Xero’s solutions.
• Able to articulate the value of Xero in a variety of contexts based on the partner’s needs.
• 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 (virtual and in person).
• Effective use of processes and tools, also referencing Xero’s sales methodology to guide your process.

OUR PURPOSE

At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.
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.

WHAT YOU’LL DO

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• Manage the sales relationships with small and mid-tier accounting and bookkeeping partners.

• Effective territory management and planning through segmentation and prioritisation of all new Accounting and Bookkeeping Partners within your territory.
• Proactively creating a strategic plan to drive a strong pipeline to meet monthly and 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.
• Cultivate partner relationships by attending events, running and presenting workshops, and engaging with partners.
• Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars.
• Keep all information, relating to inbound and outbound calls, pipeline activity and movement up-to-date at all times in Salesforce.
• Some travel will be required for this role.