As a Senior Account Manager (SAM), you are responsible for managing, developing and growing large and mid-tier Accounting Partners by helping them to develop and execute a digital strategy. The overall aim is to support their continual success in migrating clients on to the Xero platform. This is a field based role requiring extensive appointment making, meeting management and travel around your allocated territory. You’ll form great relationships with your Accounting Partners and also work closely with your Senior Account Management colleagues to make sure that you and your colleagues are working in the best way to support Xero’s success overall.
What you’ll do
Manage the sales and account management relationships with large and mid-tier accounting partners
Drive customer numbers up and achieve monthly targets
Drive online strategy deep within the practice
Develop project plans to support migration to Xero
Deliver Xero partner events
Ensure that a formal Partner engagement plan is developed for each partner
Manage the recruitment, education and growth of your partner base
Ensure Partners and and other employees within the Practice attend introductory webinars, events & certification training
Educate Partners on all partner resources available
Monitor all existing Partners as they progress through the sales cycle.
Update our CRM system (Salesforce) with all client communications including calls, emails and meetings
Maintain and update our CRM system of all practice staff and contact details
Respond in a timely manner to all Partner enquiries
Engage in a call cycle (a minimum of every 8 weeks) with all allocated partners
Drive attendance at Xero sales events and Partner Forums
Work closely with Partner Services to deliver the business plan
Expectation to drive up to 3 hour radius for client visits What you’ll bring with you - Critical competencies
An interest and intrigue in the emerging online accounting market and Fintech
Results driven approach
Loads of initiative and ability to work autonomously
Outstanding communication and presentation skills and an enthusiasm for building strong relationships
Ability to create a quick and strong rapport with partners
Attention to detail and follow-up
Process driven and takes ownership
Passion and desire to make a difference What you’ll bring with you - Experience
Proven sales performance
Field Account Manager experience
Experience with computers and applications software, including CRM database skills.
Experience/Knowledge of the workings of an accounting practice is desirable
