Senior Account Executive

What you’ll do

• Manage the sales and account management relationships with large and mid-tier accounting partners located in The North West of England. We are looking for candidates who are based in this region that can visit clients onsite. This is a field-based and remote, covering the Manchester, M62 corridor including Liverpool, Chester, and surrounding areas.
• Effective territory management through segmentation and prioritisation of all new and existing Accounting and Bookkeeping Partners. 
• Proactively creating a strategic plan to drive a strong pipeline to meet 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. 
• Lead the development of digital and cloud strategies for both existing and new or prospecting  partners
• Cultivate deep partner relationships attending  events, running and presenting workshops and meeting with partners
• Ensure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars. 
• Build thought leadership and social media presence, drive attendance to events as required.
• Keep all information, relating to inbound and outbound calls, pipeline activity and movement up-to-date at all times inSalesforce.

Success looks like

• 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 and events.
• 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.
• Effective use of processes and tools, also referencing Xero’s sales methodology to guide your process

What you’ll bring with you

• Demonstrable experience in a fast paced technology or SaaS company preferred.
• Proven sales performance and impact 
• Field account manager experience
• Knowledge and understanding of the workings of an accounting practice and related systems. 
• Strong market knowledge in current Practice and SME software competitor platforms is a plus.
• Enthusiasm for building new relationships with Accounting firms.
• Ability to create a quick and strong rapport with accountants
• Excellent communication and presentation skills
• Confident in managing complexity with partners and proactive in identifying opportunities for them
• Strong product knowledge and demonstration skills, connecting value to partners needs
• Collaborative with internal and external stakeholders, working as a team 
• Process driven and takes ownership.
• Demonstrated initiative and ability to work autonomously.