Director, NA Channel Partnerships

1 month ago

Remote, Oregon, United States Xero Full time

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

As the Director of North America Channel Partnerships, you will play a pivotal role in helping to define and execute on Xero's strategy to acquire more customers through distribution partnerships. Reporting into and working closely with the VP of North America Partnerships, you will help us bolster our acumen and build critical thinking into scaling our efforts here.

What you'll do

  • Negotiate deals: Source, negotiate and execute deals with companies that offer services adjacent to accounting, to drive customer acquisition for Xero.
  • Identify and pursue partnership opportunities that are strategically aligned and will be deeply impactful to Xero.
  • Expertly manage and engage with senior stakeholders to drive alignment on high value partnerships that align with Xero's business strategy and product goals.
  • Negotiate and communicate effectively to build partnerships that achieve desirable outcomes for partners and Xero.
  • Iterate strategy: Based on market feedback, iterate our strategy to optimize our approach and drive greater success.
  • Develop strategies for prospective partners that capitalize on Xero's distinct capabilities and insights generated from internal and external sources.
  • Stay across industry trends and credibly position yourself as the domain expert to help influence outcomes, drive alignment and surface new opportunities.
  • Operational Excellence: Continually find ways to improve our efficiency, by evolving key creating or iterating on our deal playbooks.
  • Understand Xero's vision and strategy and align work to meet Xero's goals.
  • Contributes to global channel partnerships by leading/supporting projects to embed new processes, systems and capabilities to deliver improved outcomes.
  • X-Fn Collaboration: Secure support for channel partner deals by collaborating closely with cross functional colleagues in Marketing and Product Management.
  • Demand Generation & Evangelism: Represent Xero at key internal & external events as needed.

Success looks like

  • Identify, qualify and build a pipeline of channel partnership opportunities
  • Develop, execute and operate key partnerships that deliver impact for Xero and our partners, with favorable economics to deliver on key regional and company OKRs.
  • Take personal accountability for decisions, relationships, actions and failures
  • Engage with the external market to incorporate relevant developments into Xero's partnerships.
  • Contribute to global partnerships by leading/supporting projects to embed new processes, systems and capabilities to deliver enhanced outcomes.
  • Negotiate and communicate effectively to build partnerships that achieve desirable outcomes for customers, partners and Xero.
  • Build, manage and report on pipelines for self and Xero leadership.
  • You demonstrate and amplify Xero's Values in doing the above.

What you'll bring with you

  • Extensive experience within revenue-generating partnerships
  • Broad knowledge of technology and the business of software development & (ideally) experience in the B2B software industry.
  • A solid track record of addressing partner needs through innovative partnerships.
  • Experience in revenue-generating Partnerships (co-marketing, channel, syndication) is highly desirable.
  • Some background in Consulting, GTM Strategy and/or a SaaS company is a plus.
  • Ownership and ability to thrive in a fast-paced environment
  • Ability to think broadly at a strategic level
  • Building effective relationships across all levels of the business
  • Strong executive influence, both internally and externally.
  • Excellent written and verbal communication skills.
  • Adept at executive communication relating to deal negotiation & strategy.
  • Strategic mindset, including ability to assess commercial viability of deals and the growth objectives they help enable.
  • Expertise with commercial & contract negotiations

Why Xero?

Diversity of people brings diversity of thought, and we like that. Our human-first culture of respect, fairness, and inclusion is what helps Xeros thrive and work and beyond. 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, employee resource groups, wellbeing programming and allowances, medical, dental, vision, and disability insurance, fertility and family forming financial support, 401k contribution matching, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with snacks and break areas, flexible working, career development 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.

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