Sales Area Manager (London, Essex -Chelmsford, Hertfordshire -Watford)

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.

Our Purpose...

 At Xero, we’re here to make running a business beautiful. By making small business more efficient every day, connecting them with big business technology and empowering a community behind them, their potential is limitless. When that happens, we’re not only helping small business, we’ll be building a stronger economy that can change the world.

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...

- 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. 

Success looks like...

- 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

Critical Competencies

• 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.

Experience

• Demonstrable experience in a fast paced technology or SaaS company preferred
• Proven sales performance and impact 
• Field account manager experience 
• Knowledge and understanding of the workings of an accounting practice and related systems. 
• Strong market knowledge in current Practice and SME software competitor platforms is a plus.

Why Xero?

Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as 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, and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.

Research has shown that women and underrepresented groups are less likely to apply to jobs unless they meet every single competency or experience . If you are excited about this role, but your past experience doesn't align perfectly, we encourage you to apply anyway. You could be just the right person for this role and Xero. If you have any support or access requirements, we encourage you to advise us at time of application and throughout the interview process.