Account Manager, West

Remote, CA

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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.
How you’ll make an impact
At Xero the customer is the cornerstone of everything we do. This role is responsible for recruiting new accounting partners (firms) using Xero’s proven and longstanding partner value proposition.  In addition to recruiting new accounting firms to our partner program, you will also actively manage existing relationships with accounting partners in your territory and actively grow new business within your existing partner base. You will recruit new partners and pass them into a Partner Growth Manager at which they will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities facilitated by their team. At the point these partners become production ready, if they fit the current client size you will receive them back to continue to grow them as a partner.  Some travel will be required.
Key characteristics of an ideal candidate: Experienced in selling and closing,  well-rounded, customer focused, delivers results in high growth environments, high emotional intelligence, strong business acumen, effective communicator, quick learner and knowledgeable in accounting practice operations.

What you'll do

  • Take a role in identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms within your territory, with a major focus on firms of less than 100 TAM (Total Addressable Market)
  • Recruit and grow new Xero accounting partners to grow our channel, leading to growth of our small business customer base
  • Manage inbound sales calls and respond to prospective/current partner inquiries, while also having the ability to foster organic growth within an existing partner
  • Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach to drive high-complexity consensus sale
  • Generate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and community events
  • Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero 
  • Travel to partners and prospects within your territory  up to 10-15% of time
  • Utilize sales enablement tools such as Salesforce and other automation tools

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, and events. More than 80% of your communication with customers and partners will be via phone, email, and webinar
  • Maintaining a high level of activity and excellent account hygiene in our CRM by hitting on key touch points 
  • Successfully recruit accounting partners representative of all tiers of the industry
  • Manage existing accounting partner relationships under our recruit, educate, grow model
  • Collaborate with our technical team to present end-to-end accounting workflow solutions

Critical competencies

  • 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
  • Communication: Outstanding communication and presentation skills
  • Resilience & adaptability: Capacity to learn, adapt and apply ideas in constantly morphing situations  
  • Customer focused: Ability to create quick, strong rapport with accountants and other stakeholders

Experience

  • 3+ years of relationship building sales experience in a consultative sales environment
  • Experience in closing sales role strongly preferred
  • Experience selling in a high growth, SaaS environment 
  • A high level of awareness for the workings of an accounting practice and systems a plus
Xero is an Equal Opportunity Employer.
Why Xero?
At Xero, we are empowered to bring our ‘whole self’ to work. 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. We care about learning together and celebrate our teams’ continuous improvement and career development. 
We offer a great remuneration package, including compelling benefits and perks, like Xero shares. We also support flexible working arrangements that allow you to balance your work, your life and your passions. Our Canadian Xero family includes Hubdoc, an automated data capture platform and we have offices in Toronto, Calgary, and Vancouver. From the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.
Job region(s): North America
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