Associate Enterprise Account Executive

Associate Enterprise Account ExecutiveThis role is responsible for establishing Xero's commercial relationships with the offices of accountants and bookkeepers for defined Enterprise Partners Offices. 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 to adopt Xero, driving positive outcomes for the partners while also contributing revenue and subscription growth for our business. As an Associate Enterprise Account Executive you will be responsible for:Generate new relationships with offices of defined enterprise accounting and bookkeeping partners.Assist, drive and influence the development of business plans for these partners' offices to develop their Xero adoptionPartner with Enterprise Account owner to contribute to the overall strategy for the partnerThis position will require significant travel to partner meetings and events.What You'll DoDrive pipeline management for your portfolio through outbound prospecting activities and quarterly planning to achieve your target.Ensuring that commitments in the sales process are managed and delivered by leveraging internal relationships.Accessing TAM within the offices to convert to XeroApproaching relationships with our accounting enterprise partners' offices through consultative selling techniques and a collaborative sales approachEngage with new enterprise partner office relationships via in person, virtual meetings, attending events, running and presenting workshops.Educate enterprise account partners' offices on all partner resources availableEnsure knowledge of Xero features and functionality is kept up to date via Xero training and update webinars.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 at all times in CRM.Respond in a timely manner to all enterprise account enquiries both internally and externallyDriving attendance for Xero Sales led events and Partner ForumsSuccess Looks LikeMeeting monthly targets on enterprise accounts directly managedWeekly KPI measurements - based activity and partner progressHitting on key touch points to maintain strong account hygiene in our CRMAble to articulate the value of Xero in a variety of contexts based on the partner's needs.What You'll Bring With YouExperience in sales, in a fast paced technology or SaaS company; ideally in a hunting salesExperience building rapport and selling to partnersMarket knowledge in current Practice and SME software competitor platforms is a plusKnowledge of the workings of an accounting practice and systems is a plusA track record in influencing and drive sales within partner and/or vertical channelsStrong account management skillsLoads of initiative and ability to work autonomouslyOutstanding communication and presentation skillsAn enthusiasm for building strong relationshipsDiversity 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.