Senior Account Manager

1 week ago

Auckland City, New Zealand Xero Full time

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 succeed 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.

**About the role**

Joining an incredible sales team, our Senior Account Manager's are responsible for growing, developing and managing Xero’s relationships with new and existing Accounting & Bookkeeping Partners. You'll be on the road meeting face to face, creating #beautiful experiences in support of our Partners doing their best work with Xero at their side.

In managing existing relationships, you will ensure that each firm has the opportunity to grow with Xero’s suite of practice and advisory tools, as well as ensuring each firm is confident in positioning Xero as a small business cloud accounting solution to their new and existing clients. This includes moving them through Xero status’ by signing clients onto Xero, developing business plans with partners to develop their online strategy and managing within dedicated regions to recruit, educate and grow the Xero Partner channel.

**What you’ll be doing**:

- Identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms within your territory
- Grow new Xero accounting partners to grow our channel, leading the growth of our small business customer base
- Execute expansion revenue plays across existing channels
- Build strong relationships with our accounting partners through consultative selling techniques
- Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero
- Utilise sales enablement tools such as Salesforce, Asana and other automation tools

**What success looks like**:

- Meeting monthly targets on new clients signing up to Xero via your accounting partners
- Meeting weekly KPI measurements such as phone calls, meetings, demo’s and events
- Maintaining a high level of activity and excellent account hygiene in our CRM
- Manage existing accounting partner relationships under our recruit, educate, grow model
- Cross functional team collaboration to support revenue growth
- Collaborate with our technical team to present end-to-end accounting workflow solutions

**What you’ll bring with you**:

- 5+ years of relationship building sales experience in a consultative sales environment
- Experience in end to end sales process
- Experience selling in a high growth, SaaS environment
- A high level of awareness for the workings of an accounting practice and systems a plus
- ** 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 and as a team
- ** Communication**: Outstanding communication and presentation skills
- ** Customer focused**: Ability to create quick, strong rapport with accountants and other stakeholders

Our collaborative and inclusive culture is one we’re immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate successfully. At Xero we embrace diversity and inclusion and value a #challenge mindset.

Xero is an NZ Immigration Accredited Employer and Rainbow Tick certified too.

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