At Xero, we’re here to help you supercharge your business.
The Role
Responsible for growing relationships with accountant and bookkeeper partners, driving expansion through cross-sell/up-sell strategies, and ensuring partner satisfaction by providing support and education.
Summary Generated by Built In
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
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. As an Associate Enterprise Partner Success Manager you will be responsible for:
- 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.
What you’ll do
- 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.
What you’ll bring with you
- 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
Why Xero?
Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.
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. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.
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The Company
What We Do
Xero is small business accounting software that provides a platform on which businesses can build a fully integrated solution. It’s designed to make life better for people in small business, their advisors, and communities around the world. Xero minimises tedious admin by automating routine tasks, delivers valuable insights when needed, and brings together business data, trusted advisors, and powerful apps in one intuitive platform. By alleviating pain points, Xero empowers small business owners to supercharge their business, simplifying the complex and freeing up time from manual admin so they can focus on what really matters to build the business they’ve always envisaged.
Why Work With Us
We believe that by simplifying the complex we're not only making life better for small business, we’re helping to create a stronger, more vibrant economy. When you join this team, you’re impacting local communities, on a global scale. Being a Fast Co. Best Workplace for Innovators is a direct reflection of our creative, curious culture.
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About our Teams
Xero Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Join us from home or at one of our beautiful workspaces. Xero has offices in Australia, New Zealand, United Kingdom, United States, Canada, Singapore, and South Africa.
Typical time on-site:
Flexible
Wellington, NZ
Singapore
Auckland, NZ
Brisbane
Calgary
Denver, CO
Melbourne (HQ)
London, GB
Napier, NZ
New York, NY
San Mateo, CA
Sydney, NSW
Toronto, Ontario
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