Miami, FL

Senior Account Manager, US Hispanic Market at Xero

| Miami, FL
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Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive.
At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses thrive through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference the world is a more beautiful place.
How you'll make an impact
This role is responsible for recruiting new accounting partners (firms) who serve the U.S. Hispanic Community using Xero's proven and longstanding partner value proposition. You are responsible for building effective relationships that lead to growth and generation of new revenue for both the accounting firm and Xero. You will partner with sales reps at the local level, as well as lead the direct efforts to penetrate the Hispanic partner community.
This is a field based role requiring extensive cold calling, appointment making, meeting management and travel around the United States. You'll form great relationships with your Accounting Partners and also work closely with your Senior Account Management colleagues to make sure that you and your colleagues are working in the best way to support Xero's success overall. You will also work with the US Hispanic sales team on efforts to grow and develop this channel.
Key characteristics of an ideal candidate: Experienced in selling and closing, well-rounded, customer focused, delivers results in high growth environments, high emotional intelligence, strong business acumen, effective communicator, quick learner and knowledgeable in accounting practice operations. In addition, you must be able to effectively communicate in Spanish, displaying fluency in conversation and writing.
What you'll do
    • Take a role in identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms that serve the Spanish Speaking and Hispanic Communities
    • Drive customer numbers up and achieve monthly targets
    • Generate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and hosting events
    • Drive the creation and development of online cloud strategy business plans for your partners
    • Develop project plans to support migration to Xero
    • Deliver Xero partner events90% of the role will be focused on recruiting new Xero partners through LinkedIn, events, cold calling. You will be educating, and collaborating with new Xero accounting partners to grow our channel, leading to growth of our small business customer base
    • The remaining 10% of the role will be focused on managing inbound sales calls and respond to current partner enquiries, while also having the ability to foster organic growth within an existing partner
    • Travel to partners and prospects all over the US up to 50-65% of time
    • Ensure that a formal Partner engagement plan is developed for each partner
    • Ensure Partners and and other employees within the Practice attend introductory webinars, events & certification training
    • Educate Partners on all partner resources available
    • Monitor all existing Partners as they progress through the sales cycle.
    • Update our CRM system (Salesforce) with all client communications including calls, emails and meetings
    • Maintain and update our CRM system of all practice staff and contact details
    • Respond in a timely manner to all Partner enquiries
    • Engage in a call cycle (a minimum of every 8 weeks) with all allocated partners
    • Drive attendance at Xero sales events and Partner Forums
    • Work closely with Partner Services to deliver the business plan

Success looks like
    • Meeting monthly targets on new clients signing up to Xero via your accounting partners
    • Revenue / Net New CMR targets achieved
    • Meeting weekly KPI measurements such as phone calls, meetings, appointments, opportunities and events.
    • About 80% of your communication with customers and partners will be via phone, email, and webinar. Once travel is more open, this will shift to 50-65% in person.
    • Maintaining a high level of activity and excellent account hygiene in our CRM by hitting on key touch points Successfully recruit accounting partners representative of all tiers of the industry
    • Manage existing accounting partner relationships under our recruit, educate, grow model
    • Collaborate with our technical team to present end-to-end accounting workflow solutions

Critical competencies
    • Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its new opportunities
    • Building relationships: A natural tendency towards building mutually beneficial partnerships
    • Drive for results: Results driven with strong initiative and ability to work independently
    • Communication: Outstanding communication and presentation skills.
    • Resilience & adaptability: Capacity to learn, adapt and apply ideas in constantly morphing situations
    • Customer focused: Ability to create quick, strong rapport with accountants and other stakeholders
    • Bilingual: Fluent in Spanish both written and spoken

    • 5+ years of relationship management experience in a consultative selling environment
    • Field Account Manager experience
    • Strong Business Development experience especially New Business
    • Experience in closing sales role
    • Field Account Manager experience
    • Experience with computers and applications software, including CRM database skills.
    • Experience/Knowledge of the workings of an accounting practice is desirable

Xero is an equal opportunity employer. Xero celebrates diversity. We are committed to creating an inclusive environment where our employees can do the best work of their lives.
Xero offers access to low-cost, high-quality health care options through Cigna and Kaiser (in CA & CO only)
Xero will match 100% on the first 3% of 401k contributions plus 50% match on next 2% of contributions
Employees enjoy 21 days of paid time off per year
Employees have 10 days of wellbeing leave to care for their minds, bodies, and families
US employees enjoy 11 paid holidays per year
Xero offers an industry-leading 26 weeks of parental leave at up to 100% pay
Xero offers a number of employee wellness programs, to include yoga, mindfulness and nutrition workshops, EAP, free flu shots, team meals, and a monthly wellbeing allowance
Why Xero?
Diversity of people brings diversity of thought, and we like that. A collaborative and inclusive environment is important to us. Working at Xero will provide you with a diverse and inclusive environment alongside people who will respect, challenge and support you to have fun while you do the best work of your life. We are a place where personal development, flexible working, innovation, and well-being are not just inspired but celebrated. We value our people and offer a wide range of compelling benefits and perks, including Xero shares and great parental leave policies.
Xero's collaborative culture is underscored by our values - #Ownership, #Challenge, #Beautiful, #Human and #Team - which empower us to understand and serve customers, attract top talent and continuously innovate. From the moment you step through our doors, you'll feel welcome and supported to do the best work of your life.
Please note that we currently require all employees and contractors to be vaccinated against COVID-19 in order to work from a Xero office, or engage in any face-to-face Xero business. Xero will work with anyone who is not vaccinated, or prefers not to disclose their vaccination status, to determine if any reasonable accommodations can be provided to ensure their role can be performed safely whilst the restriction is in place.
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Technology we use

  • Engineering
  • Sales & Marketing
    • .NETLanguages
    • C#Languages
    • JavaLanguages
    • JavascriptLanguages
    • KotlinLanguages
    • PythonLanguages
    • SqlLanguages
    • ASP.NETFrameworks
    • SalesforceCRM

What are Xero Perks + Benefits

Xero Benefits Overview

Xero offers a variety of benefits aimed at helping our employees maintain their physical, financial and mental wellbeing, allowing them to bring their best selves to work each day

Volunteer in local community
Xero employees are given a day off each year to volunteer in their communities.
Friends outside of work
Eat lunch together
Intracompany committees
We have employee run groups that focus on initiatives like wellness, culture and diversity & inclusion.
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
42% of Xero's leadership team is female, while our Board of Directors maintains an equal gender balance. Xero was included in Bloomberg's 2020 Gender Equality Index report.
Unconscious bias training
All Xero employees will complete online unconscious bias training during on-boarding
Diversity manifesto
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
The talent and leadership teams at Xero are committed to building diverse talent pipelines that reflect the communities we serve.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Xero allows employees to set aside pre-tax dollars for medical and dependent care expenses. $2,650 annual limit for healthcare FSA
Disability Insurance
Xero's long and short term disability plans provide income protection at 60% of annual base salary
Dental Benefits
Cigna dental PPO plan
Vision Benefits
VSP vision plan
Health Insurance Benefits
Xero offers a variety of health plans including Cigna HSA, Cigna PPO, and Kaiser HMO for Colorado and California employees
Life Insurance
Provided to Xero employees at no cost. Coverage for each employee of 2x annual base salary up to $500,000
Pet Insurance
Wellness Programs
Xero will fund up to $300 annually in employee health reimbursement account to be used toward a health improvement activity including gym membership, mental, physical or financial health
Mental Health Benefits
Concern EAP benefits for all employees
Retirement & Stock Options Benefits
401(K) Matching
Xero will match 100% on the first 3% contributions plus 50% match on next 2% of contributions
Company Equity
All Xero employees are granted Restricted Stock Units at a certain percentage of their base salary which vests over a 3 year period
Child Care & Parental Leave Benefits
Generous Parental Leave
26 weeks paid parental leave.
Remote Work Program
Typically, we work from home as needed. During COVID, all employees are working remotely and have access to stipends to access the equipment they need to be successful.
Vacation & Time Off Benefits
Generous PTO
Xero offers 21 days of paid time off, 10 wellness days, as well as 11 paid holidays per calendar year. We also participate in a company wide shut down between Christmas and New Years Day
Paid Volunteer Time
Xero encourages employees to give back to our communities by providing 8 hours of paid volunteer time per year
Paid Holidays
Paid Sick Days
Each employee is granted 10 wellness days per year in addition to our generous PTO
Perks & Discounts
Casual Dress
You'll typically catch our employees rocking jeans and a Xero t-shirt!
Commuter Benefits
Set aside pre and/or post tax dollars for commute related transit, parking and bike expenses
Company Outings
Annual holiday party, as well as a summer celebration!
Game Room
Video games and ping pong table in lounge
Stocked Kitchen
You find a variety of fruit, chips, nuts, snack bars, sodas and iced tea in the Xero kitchen
Some Meals Provided
Breakfast each Tuesday and lunch every Thursday from a variety of local vendors
Happy Hours
Happy hour starts every Friday at 4!
Fitness Subsidies
Our monthly health reimbursement plan can be used towards your fitness membership or a variety of other health related wellness programs
Professional Development Benefits
Job Training & Conferences
Teams have budget set aside each year to support growth and up-skilling
Lunch and learns
Cross functional training encouraged
Promote from within
Customized development tracks

Additional Perks + Benefits

Xero leadership consistently reviews benefits to ensure they are competitive and allow our people to bring their full selves to work each day.

An Insider's view of Xero

What’s the vibe like in the office?

You will always find someone to grab coffee or take a quick walk with. We really value being #human in the office and it’s one of the most important things that everyone in Xero does. This means empathizing, helping, listening, and being there for one another. It's what makes me love not only Xero, but the individual people within Xero too.


Workplace Experience Coordinator

What projects are you most excited about?

Right now, I'm most excited to work on our Denver Roadshow. I've worked with our Colorado Account Manager to connect with Colorado's leading accounting and bookkeeping firms and drive attendance to this event right here in Denver. Our goal is to build up our network and educate the community on all Xero has to offer!


Senior Account Manager

What makes someone successful on your team?

We look for people that are driven by purpose, who understand their role in the larger organization and make great things happen. Dependability is one of the highest traits of successful people within the Customer Experience organization. Trusting that your teammates can & will get things done is the first step to developing effective collaboration


Director, Customer Experience- Americas

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