Ecosystem Partner Success Manager - Denver
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 beautiful software, advice and connections. We aim to make being a small business more efficient and profitable, and more enjoyable too.
How you'll make an impact
The Xero app partner ecosystem is a strategic asset, loved by customers and advisors, and one of the best marketplaces for business apps in the world. Our mission is to connect millions of small businesses and their advisors to business applications that extend the value of Xero, and create go-to-market opportunities that benefit both Xero and our partners.
The purpose of the Ecosystem Partner Success Manager is to be dedicated to the success of our top app and and distribution partners. As their primary point of contact into Xero, you will ensure that together we continue deliver a beautiful customer journey, accelerate adoption of our integration, and create go-to-market opportunities.
What you'll do
Primary focus
- Build proactive, beautiful relationships with our ecosystem and distribution partners:
- Be the primary point of contact for your portfolio of partners
- Connect regularly for a quick check-in with partner liason (top 3 activities/issues)
- Deliver a cadence of deeper dives into account planning and partnership goals
- Identify and execute go-to-market opportunities
- Manage partner success plans, incl. regional expansion and global account coordination
- Identify and execute quick tactical wins as they arise
- Manage go-to-market campaigns led by your ecosystem partners
- Align Xero and partner roadmaps to deliver compelling customer propositions
- Maintain integration roadmap
- Talk with joint customers and use data to drive decisions to make integration and product enhancements
- Manage support requirements and troubleshoot issues with the CX team
- Organize annual API and roadmap deep dive, supported by developer evangelist
Secondary focus
- Deliver a seamless partner experience globally
- Work as a team with Ecosystem Partner Managers in other regions to create opportunities for your partners, and deliver opportunities for theirs
- Stay closely aligned with the global Ecosystem team / programs to support planning and execution of in the Americas
- Support Sales, Business Development, Marketing & Customer Support
- Deeply understand Xero sales, and deliver enablement tools, playbooks and activities that drive sales results
- Support BD strategy, pipeline planning and go-to-market activity
- Support execution of regional marketing activity such as campaigns, Xerocon and Roadshows
- Provide insights to your team, and the wider business
- Work closely with BI team to monitor partner performance across various success metrics
- Produce monthly reporting (with BI team) for country managers and ecosystem team
- Contribute to global performance and activity updates on top partners
Success looks like
- Velocity: when the ecosystem as a whole is growing partner connections >50% year on year and your distribution partners are driving a successful business with Xero
- Quality: when the ecosystem as a whole is delivering measurable customer satisfaction through positive reviews or NPS score, reduced churn
- Partner Engagement: when the ecosystem as a whole shows measurable engagement through partner satisfaction (NPS) and continued investment in the Xero platform and your distribution partners are invested in Xero's growth
- Value: when the ecosystem as a whole contributes value back to Xero in both referral of net new customers or other measurable commercial outcomes and your distribution partners are consistently delivering on mutual commitments
- 5+ years of experience in business development, sales, customer success, marketing or management consulting.
- You've done it before … and well!
- You've worked for a fast growing SaaS or financial services company. Accounting industry is a plus!
- Experience with channel partnerships a plus!
- Experience in a technical or product role highly valuable, comfortable bridging the gap between product and commercial.
- Experience in a global, fast paced business, not afraid of going the extra mile for your partner or team
- Proven track record of delivering under pressure
- 30% domestic travel
- Sharp business acumen who can design and execute with limited resources
- Tactical go-to-market skills, able to identify and execute opportunities quickly.
- Great hustle, and even better relationship, collaboration and communication skills
- Solid understanding of small business needs
- Super organized and able to organize others effectively, gracefully.
- Strong analytical skills - able to interpret data and deliver insights
- Take ownership, define goals, achieve results
- Team player, enjoy working across functions and regions