The Enterprise Partner Success Manager manages relationships with enterprise accounting partners, driving revenue growth through consultative selling, education, and account management.
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
At Xero the customer is the cornerstone of everything we do. This role is responsible for actively managing existing relationships with Xero’s enterprise accounting and bookkeeping partners.
The Enterprise Growth Manager (EGM) will support these partners in achieving their cloud practice strategy using Xero’s proven and long standing partner value proposition. As well you will be responsible for helping your partners successfully deploy existing business plans while looking for activation, cross-sell and up-sell opportunities. In managing existing relationships, you will ensure that each firm has the opportunity to grow through internal firm-wide education, firm specific events, and client events.
What you’ll do
- Manage existing enterprise partner relationships with the goal to retain, activate and grow profitable relationships. Strategize ways to increase their revenue and promote growth via cross-sell or up-sell opportunities.
- Manage inbound sales calls and respond to current partner inquiries, fostering organic growth and run rate within an existing partner
- Execute outbound sales phone calls, in person and virtual meetings that drive subscription activation and utilization
- Execute outbound and new acquisition sales motions in alignment with business net new growth objectives
- Execute upsell and cross sell opportunities within the enterprise partner channel and territory you are overseeing
- Manage and coordinate with community teams as well as cross functional teams towards the successful deployment and activation of business plans
- Consistently communicate and work alongside Xero Senior Account Managers to build and execute revenue growth strategies for local offices of Enterprise Partners.
- Build strong relationships with accounting partners to identify, cultivate, and activate large business plans through consultative selling techniques and a collaborative sales approach, leading to the growth of our small business customer base
- Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero
- Drive attendance to local and national Xero events
- Utilize sales enablement tools such as Salesforce and other automation tools
- Travel to partners and prospects within your territory will be required up to 15-25% of your time
Success looks like
- Meet monthly revenue, and activation targets
- Meet weekly KPI’s such as but not limited to- partner account drop ins, in person and virtual meetings, outbound phone calls, demo’s, activation opportunity creation pipeline
- Manage existing enterprise accounting partner relationships under our win, love, grow model
- Outbound prospecting to support a new acquisition pipeline as the business requires it
- Create, present, and implement quarterly business reviews with your accounting partners
- Ensure we capture relevant insights and opportunities from each existing enterprise accounting partner
- Position Xero to be the cloud platform of choice within the entire accounting practice
What you’ll bring with you
- Bookkeeping/accounting experience a plus
- Extensive industry knowledge, contacts and networks
- A track record in influencing and drive sales within partner vertical channels
- Willingness to travel to partners and territories up to 75% of time
- Relationship management experience in a consultative selling environment
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Enthusiasm for the emerging cloud accounting market and its new opportunities
- Confident in managing complexity with partners and proactive in identifying opportunities for them
- A natural tendency towards building mutually beneficial partnerships
- Results driven with strong initiative and ability to work independently
- Outstanding communication and presentation skills
- Capacity to learn, adapt and apply ideas in constantly morphing situations
- Ability to create quick, strong rapport with accountants and other stakeholders
- A process driven results-focused approach
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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