Full-Time Enterprise Account Director

How you’ll make an impact

• 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.

What you’ll do

• 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

Success looks like

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

What you’ll bring with you

• 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