Remote
Xero

National Account Manager

Sales | Home Based (US), United States

Our purpose

Small business makes the world go round – it’s the heart of the global economy. At Xero we want millions of small businesses to thrive through better tools, information and connections. We aim to make being a small business more efficient and profitable, and more enjoyable too.

How you’ll make an impact

  • Relationship management of national accounting and bookkeeping partners
  • Driving online strategy deep within the practice
  • Develop marketing business plans for the firms to sign-up clients onto Xero
  • Drives Growth through controllable TAM conversion within existing Accounting Partner
  • 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

    Liaise with Sales and Marketing & Product to set and suggest product evolutions

  • Ensure a formal national account engagement plan is developed

This role is responsible for directly managing and growing relationships with national Account Channel Accounts, defined as:

  • National accounting and Bookkeeping firms in the Americas
  • Assisting, driving and influencing the creation and development of business plans for these firms to develop their online strategy.
  • Ensuring that commitments in the sales process are managed and delivered
  • Accessing TAM within the firms to convert to Xero
  • Working with Senior Account Managers assigned to the local offices to deliver client events to grow Xero penetration within National Accounts.

Success looks like

  • Meeting monthly revenue targets national accounts directly managed
  • National Weekly measurements- As per above monthly KPI’s – reported weekly
  • Development of Marketing and Strategic account plans

What you’ll do

  • Relationship management of national accounting and bookkeeping partners
  • Driving online strategy deep within the practice
  • Develop marketing business plans for the firms to sign-up clients onto Xero
  • Delivering Xero introductory events to prospective national accounts
  • Manage national inbound sales calls and tickets from existing national accounts and ensure Senior Account Managers promptly manage regional inbound sales calls and tickets
  • Ensure a formal national account engagement plan is developed
  • Ensure Partners and staff attend introductory webinars, events & certification training
  • Educate national accounts on all partner resources available
  • Monitoring all existing national accounts progress through the sales cycle
  • 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 national account enquiries
  • Driving attendance for Xero Sales led events and Partner Forums
  • Work closely with Enablement, Marketing and Senior Account managers to deliver marketing business plan

What you’ll bring with you
Critical competencies

  • 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

Experience

  • Accounting experience from experience within large Accounting firms, deep understanding of workflows and consulting within those firms.
  • Extensive industry knowledge, contacts and networks
  • Senior Account Manager experience, or equivalent ( 8+ years)
  • A track record in influencing and drive sales within partner and vertical channels
  • Strong market knowledge in current Practice and SME software competitor platforms
  • CPA or similar qualification preferred

Why you’ll love Xero

Diversity of people brings diversity of thought and we like that. A collaborative and inclusive environment is important to us. Working at Xero will provide you with a diverse and inclusive environment alongside people who will respect, challenge and support you to have fun while you do the best work of your life. We are a place where personal development, innovation, and change are not only inspired but also celebrated. We value our people and want them to enjoy and take pride in their work.

We have a unique and special culture based around our values (#ownership, #challenge, #beautiful, #human and #champion) and offer a number of other great benefits and perks including Xero shares…

So if you want to hear more and have the opportunity to help shape the next phase in the Xero success story please apply!

Xero is an Equal Opportunity Employer.