What you’ll do:
- The PSM and the Post Sales Partner Consultants (PSPCs) work collaboratively to deepen the partners adoption and engagement with Xero. This engagement includes supporting the partner’s journey to meet the commitment of their business plan.
- Work with a selection of accounting and bookkeeping firms to strategize ways to increase their revenue and promote growth via cross-sell or up-sell opportunities.
- Combat churn risk through education and value proposition, detecting and mitigating deletion or downgrade risks early.
- Work with partners to ensure their customers are using the most appropriate Xero subscriptions and develop a conversion and activation plan to migrate new clients or upgrade existing clients.
- Educate Partners on all Partner resources available, for example, ensuring Partners and staff attend webinars, events & complete certification training.
- Collate 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
- Foster positive partner relationship(s); lead with service excellence, thought leadership, and proactive client management. Obtain the highest levels of partner satisfaction through responsiveness, regular communication, and ongoing risk mitigation.
- Travel is required regularly throughout the year for industry events and partner onsite meetings.
Success looks like:
- Developing and executing a strategic territory plan to meet/exceed monthly revenue & retention targets and meet/exceed monthly KPIs for gross orgs, initiations & activity metrics
- Fostering wonderful relationships - you are a ‘go to’ advisor of some of the most entrenched Partners, building deep relationships with Partners and stakeholders, developing multiple contacts within each Partner firm and educating them effectively.
- Being self-motivated, process-oriented and taking full ownership of driving initiatives forward to create sustainable, long term revenue growth.
- Contributing creative ideas to support the team getting to the next level, optimizing workflows and enhancing the partner experience.
- Working collaboratively with Partner Consultants as well as cross functional teams such as Customer Experience, Partner Community, Sales Operations, Finance, Marketing, etc.
Critical competencies:
- Manage a large number of partner accounts, prioritizing time spent on account by opportunity potential
- Result driven and with strong initiative and able to work autonomously
- Outstanding communication and presentation skills
- Ability to thrive in a fast pace and complex environment
- Process driven and result focused approach
- Knowledge of Salesforce CRM
- A talent for strong customer engagement
- Strong cross functional and stakeholder management skills
Experience:
- Experience in sales, in a fast paced technology or SaaS company
- Experience with managing long term client relationships
- Demo or Sales Engineer experience
- Accounting Experience is a plus
Top Skills
What the Team is Saying
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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Xero Teams
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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.
