Sales Area Manager

Summary

Join Xero and contribute to the growth of our commercial relationships with accountants and bookkeepers. You will be responsible for developing and executing strategies to digitize their practices, driving positive outcomes for partners and contributing to revenue growth. This role involves managing sales and account management relationships, creating strategic plans, generating qualified opportunities, and building strong partner relationships. Success will be measured by meeting monthly targets, maintaining high activity levels, and successfully converting partners to Xero's solutions. You will collaborate with internal teams and leverage Xero's sales methodology. The ideal candidate possesses strong communication, presentation, and product knowledge skills, along with experience in a fast-paced technology or SaaS company.

Requirements

• 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
• Proven sales performance and impact
• Field account manager experience
• Knowledge and understanding of the workings of an accounting practice and related systems

Responsibilities

• Manage the sales and account management relationships with large and mid-tier accounting partners
• 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 in Salesforce
• 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

Preferred Qualifications

• Demonstrable experience in a fast paced technology or SaaS company
• Strong market knowledge in current Practice and SME software competitor platforms

Benefits

• Very generous paid leave to use however you’d like (plus statutory holidays!)
• Dedicated paid leave to care for your physical and mental wellbeing
• An Employee Assistance Program to access mental health care for you and your family
• Private medical insurance
• Gym passes
• Employee resource groups
• 26 weeks of paid parental leave for primary caregivers
• An Employee Share Plan
• Beautiful offices
• Flexible working