Xero
Denver, CO

Ecosystem Partner Success Manager - Denver

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Our Purpose

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
Experience
  • 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
Critical competencies

  • 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
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What are Xero Perks + Benefits

Xero Benefits Overview

Xero offers a variety of benefits aimed at helping our employees maintain their physical, financial and mental wellbeing, allowing them to bring their best selves to work each day

Culture
Volunteer in local community
Xero employees are given a day off each year to volunteer in their communities.
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Remote work program
Typically, we work from home as needed. During COVID, all employees are working remotely and have access to stipends to access the equipment they need to be successful.
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Highly diverse management team
42% of Xero's leadership team is female, while our Board of Directors maintains an equal gender balance. Xero was included in Bloomberg's 2020 Gender Equality Index report.
Mandated unconscious bias training
All Xero employees will complete online unconscious bias training during on-boarding
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
The talent and leadership teams at Xero are committed to building diverse talent pipelines that reflect the communities we serve.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Xero allows employees to set aside pre-tax dollars for medical and dependent care expenses. $2,650 annual limit for healthcare FSA
Disability insurance
Xero's long and short term disability plans provide income protection at 60% of annual base salary
Dental insurance
Cigna dental PPO plan
Vision insurance
VSP vision plan
Health insurance
Xero offers a variety of health plans including Cigna HSA, Cigna PPO, and Kaiser HMO for Colorado and California employees
Life insurance
Provided to Xero employees at no cost. Coverage for each employee of 2x annual base salary up to $500,000
Wellness programs
Xero will fund up to $300 annually in employee health reimbursement account to be used toward a health improvement activity including gym membership, mental, physical or financial health
Mental health benefits
Concern EAP benefits for all employees
Financial & Retirement
401(K)
401(K) matching
Xero will match 100% on the first 3% contributions plus 50% match on next 2% of contributions
Company equity
All Xero employees are granted Restricted Stock Units at a certain percentage of their base salary which vests over a 3 year period
Child Care & Parental Leave Benefits
Generous parental leave
26 weeks paid parental leave.
Vacation & Time Off Benefits
Generous PTO
Xero offers 21 days of paid time off, 10 wellness days, as well as 11 paid holidays per calendar year. We also participate in a company wide shut down between Christmas and New Years Day
Paid volunteer time
Xero encourages employees to give back to our communities by providing 8 hours of paid volunteer time per year
Paid holidays
11 paid holidays per calendar year
Paid sick days
Each employee is granted 10 wellness days per year in addition to our generous PTO
Office Perks
Commuter benefits
Set aside pre and/or post tax dollars for commute related transit, parking and bike expenses
Company-sponsored outings
Annual holiday party, as well as a summer celebration!
Free snacks and drinks
You find a variety of fruit, chips, nuts, snack bars, sodas and iced tea in the Xero kitchen
Some meals provided
Breakfast each Tuesday and lunch every Thursday from a variety of local vendors
Company-sponsored happy hours
Happy hour starts every Friday at 4!
Fitness stipend
Our monthly health reimbursement plan can be used towards your fitness membership or a variety of other health related wellness programs
Professional Development Benefits
Job training & conferences
Teams have budget set aside each year to support growth and up-skilling
Lunch and learns
Promote from within
Customized development tracks

Additional Perks + Benefits

Xero leadership consistently reviews benefits to ensure they are competitive and allow our people to bring their full selves to work each day.

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