Associate Enterprise Partner Success Manager

Xero • New York, NY

111d

About The Position

This role is responsible for growing and developing Xero’s commercial relationships with the offices of accountants and bookkeepers for defined Enterprise Partners. These offices are a part of our Enterprise Accounts that is managed nationally by an Enterprise Account owner on our Enterprise Team. By working with your defined partners to assist and execute on a strategy for driving positive outcomes for the partners in office while also contributing revenue through sustainable growth and retention for our business. As an Associate Enterprise Partner Success Manager you will be responsible for managing existing relationships through regular best practice recommendations, driving expansion through cross-sell and up-sell opportunities with the offices, ensuring every office has the opportunity to grow through education, events and direct support, and partnering with the Enterprise Account owner to contribute to the overall strategy for the partner. This position will require travel to partner meetings and events.

Requirements

• Experience in sales, in a fast paced technology or SaaS company.
• Experience with managing long term client relationships.
• Knowledge of the working of an accounting practice system.
• A track record in influencing and driving sales within partner and/or vertical channels.
• Strong market knowledge in current Practice and SME software competitor platforms.
• Strong account management skills.
• Loads of initiative and ability to work autonomously.
• Outstanding communication and presentation skills.
• An enthusiasm for building strong relationships.
• Ability to create a quick and strong rapport with partners.
• Attention to detail and follow-up.
• A process driven results-focused approach.
• Passion and desire to make a difference.

Responsibilities

• Develop and maintain relationships with Accounting Partners to ensure long-term success.
• Work with a selection of enterprise partners’ offices to strategize ways to increase growth via cross-sell or up-sell opportunities.
• Combat churn and risk of deletion through education and value proposition.
• Detect and mitigate deletion risks early.
• Work with partners to ensure their customers are using the most appropriate Xero subscriptions.
• Develop a migration and activation plan for potential new customers or upgrades.
• Educate Partners on all Partner resources available through Xero.
• Collate feedback from Partners on feature requests and relay through the appropriate channels.
• Provide resources and support to educate users about ancillary products.
• Implement customer programs, processes and best practices including a deployment blueprint.
• Foster positive partner relationships with proactive client management.
• Act as the liaison between Accounting Partners and internal teams.
• Ensure account plans for each office are developed and monitor success.
• Engage with enterprise partner office relationships via in person, virtual meetings, attending events, running and presenting workshops.
• Build social media presence, drive attendance to events as required.
• Keep all information relating to inbound and outbound calls, meetings, practice staff and contact details up-to-date in CRM.
• Respond in a timely manner to all enterprise account enquiries both internally and externally.
• Drive attendance for Xero Sales led events and Partner Forums.

Benefits

• Generous paid leave to use however you’d like (plus statutory holidays).
• Dedicated paid leave to care for your physical and mental wellbeing.
• Employee Assistance Program to access mental health care for you and your family.
• Employee resource groups and wellbeing programming.
• Medical, dental, vision, and disability insurance.
• Fertility and family forming financial support.
• 401k contribution matching.
• 26 weeks of paid parental leave for primary caregivers.
• Employee Share Plan.
• Beautiful offices with snacks and break areas.
• Flexible working.
• Career development.

What This Job Offers

• Number of Employees: 1,001-5,000 employees