Senior Partner Consultant, Payroll Specialist

What you’ll do:

• Demonstrate Xero’s payroll solutions in both pre- and post-sales contexts to accountants, bookkeepers, and direct businesses.
• Work closely with external stakeholders to ensure deeper adoption of our payroll platform within an accounting practice & businesses.
• Engage in regular face-to-face, virtual, and phone meetings with relevant internal and external stakeholders to manage project priorities.
• Assist partners with data conversions through detailed project planning and training guidance.
• Handle partner technical questions and escalations.
• Educate partners on all partner resources available.
• Actively prospect for and generate new sales opportunities, leveraging existing client relationships to upsell and cross-sell additional payroll products and services.
• Update CRM systems with all client communications, including calls, emails, and meetings.
• Maintain and update CRM systems with all practice staff and contact details.
• Respond in a timely manner to all partner inquiries.
• Manage the creation of resources (processes/videos) for frequently asked questions from partners.

Success looks like:

• Earning the trust of our accounting partners & direct businesses and assisting them on converting into and utilizing Xero’s payroll products.
• Presenting full go-to-market solutions for our accounting partners to use with their clients.
• Managing multiple ongoing projects related to our accounting partners and internal resources.
• Analyzing and recommending solutions for internal and/or client workflow efficiencies.
• Nurturing relationships with our accounting partners through attending events and hosting customized workshops.
• Consistently meeting and exceeding individual sales goals and KPIs related to new business, upsells, and cross-sells.

Critical competencies:

• Industry Expertise: Deep industry and customer knowledge for the emerging cloud accounting and payroll markets and their potential; 
• Building relationships: A natural tendency towards building mutually beneficial partnerships and ability to create quick, strong rapport with accountants and other stakeholders
• Productivity: Results driven with strong initiative and ability to work independently, ability to manage complexity and prioritization across the org
• Collaboration & teamwork: Proven ability to collaborate effectively, drive solutions in partnership with Sales teams, influence others to achieve positive results for customers and Xero 
• Expert presenter: Outstanding communication, planning and presentation skills
• Solution orientation: Capacity to learn, adapt and apply ideas in constantly morphing situations, able to inform solutions and discern technical opportunities

Experience:

• Preferred: 3+ years of accounting, public accounting
• Preferred: experience in B2B SaaS Customer Success, Account Management, or Sales with a track record of driving retention and expansion revenue
• Payroll-specific expertise  is essential
• Strong knowledge of the workings of an accounting practice and systems
• CPA certification a plus