Senior Account Manager

Summary

Join Xero and contribute to the growth of our commercial relationships with accountants and bookkeepers in London. 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, proactive strategic planning, and generating qualified opportunities. You will build strong relationships through consultative selling and collaborative approaches, leading the development of digital strategies for partners. The position requires proven sales performance, field account manager experience, and knowledge of accounting practices and related systems.

Requirements

• Demonstrable experience in a fast paced technology or SaaS company
• Proven sales performance and impact
• Field account manager experience
• Knowledge and understanding of the workings of an accounting practice and related systems
• 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

Responsibilities

• Manage the sales and account management relationships with large and mid-tier accounting partners
• Effectively manage territory through segmentation and prioritization of all new and existing Accounting and Bookkeeping Partners
• Proactively create a strategic plan to drive a strong pipeline to meet quarterly goals
• Generate a pipeline of qualified opportunities through effective strategic planning, and achieve 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

Preferred Qualifications

Strong market knowledge in current Practice and SME software competitor platforms