As an Account Manager, you will cultivate relationships with accountants and bookkeepers, strategizing to digitize their practices for enhanced outcomes. Your responsibilities include effective territory management, generating qualified opportunities, and maintaining strong partnerships through consultative selling. You'll drive the adoption of Xero features, provide education to partners, and keep Salesforce updated with all interactions.
How you’ll make an impact
You will be responsible for growing and developing Xero’s commercial relationship with the accountants and bookkeepers in a defined territory or market. By working with the partners in your territory to create and execute on a strategy to digitise their practice you will drive positive outcomes for our partners, while also contributing revenue and subscription growth for our business.
What you’ll do
- Effective territory management through categorisation and prioritisation of all Accounting and Bookkeeping Partners
- Generate a pipeline of qualified opportunities through effective quarterly planning, and achieve your target through proactive outbound call activity, emails, online meetings and marketing campaigns
- Educate and 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
- Drive the development of the online and cloud strategy within existing and new partners
- Cultivate partner relationships via prospecting, 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
- Increase and maintain the percentage of certified partners ensuring attendance of re-certification where required
- Keep all information, relating to inbound and outbound calls, up-to-date at all times in Salesforce
What you’ll bring with you
- Proven experience in sales, in a fast paced technology or SaaS company
- Proven experience in value selling
- Experience building rapport and selling to partners/customers
- Knowledge of the workings of an accounting practice and systems is a plus
- Process driven and takes ownership
- Demonstrated initiative and ability to work autonomously with a solutions driven mindset
- Enthusiasm for building new relationships with Accounting firms
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