Enterprise Account Director

September 7

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Xero

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Online accounting software. Connects to all things business: accountants, bookkeepers, banks, enterprise & apps.

Accounting • SaaS • Banking • Invoicing • Design

1001 - 5000

💰 $300M Post-IPO Debt on 2018-09

Description

•Generating new relationships with enterprise accounting and bookkeeping partners through outbound prospecting activity •Assisting, driving and influencing the creation and development of business plans for these firms to develop their online strategy •Ensuring that commitments in the pre-sales process are managed and delivered by leveraging internal relationships •Accessing TAM within the firms to convert to Xero •Partnering with Senior Account Managers assigned to the local offices to grow Xero penetration within Enterprise Accounts during pre-sales •This position will require significant travel to partner meetings and events. •Develop and maintain relationships with Accounting Partners to ensure long-term success •Act as the liaison between Accounting Partners and internal teams ensuring clients’ requirements are met •Collaborate with Sales, Marketing & Product teams to set and suggest product evolutions •Ensure a formal enterprise account engagement plan is developed •Delivering Xero introductory events to prospective enterprise accounts •Manage enterprise inbound sales calls and tickets from prospect enterprise accounts and support Senior Account Managers to be able to promptly manage regional inbound sales calls and tickets •Ensure Partners and staff attend introductory webinars, events & certification training •Educate enterprise accounts on all partner resources available •Monitor specifically assigned enterprise accounts progress through the sales cycle, while working collaboratively with the rest of the sales organization. •Updating CRM system with all client communications including calls, emails and meetings •Maintaining and updating CRM system of all practice staff and contact details •Respond in a timely manner to all enterprise account enquiries both internally and externally •Driving attendance for Xero Sales led events and Partner Forums

Requirements

•8+ years experience in a hunting sales role with at least 2+ years experience dealing with Enterprise accounts •Accounting experience from within large Accounting firms, deep understanding of workflows and consulting within those firms is a plus •Extensive industry knowledge, contacts and networks •A track record in influencing and drive sales within partner and 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