Executive General Manager, Global Strategic Partnerships
Why Xero…
At Xero, we're here to make running a business beautiful. By making small business more efficient every day, connecting them with big business technology and empowering a community behind them, their potential is limitless. When that happens, we're not only helping small business, we'll be building a stronger economy that can change the world.
How you'll make an impact...
Reporting to Xero's Chief Strategy Officer this exciting new opportunity will have overall responsibility for developing and executing our strategy across a small number of large, global companies Xero engages with in several different ways today, but needs and wants to extend and create greater differentiation and momentum around.
These might include partnerships around product development, access to technology, marketing, key industry associations / leaders, go -to-market strategies, events or innovation, to name a few. These partnerships will be the type that, done well, can "move the needle". Each will help us and each strategic partner create greater value for our customers and shareholders and do so in a sustainable, differentiated way. Each therefore requires its own carefully crafted strategy and account plan, and will typically involve investing in and growing relationships from the C Suite down.
The role will be supported by in market (GTM) resources charged with contributing to this overall strategy and helping execute on each strategic partnership at a local level.
What you'll do
- Formalise the criteria around which Xero selects companies to be part of a more formal strategic partner program
- Work with the XLT and in Region resources to agree a small number of strategic partners to form part of this program of pursuit.
- Develop a strategy focussed on expanding our relationship with each strategic partner in ways that go beyond "the stock standard, create differentiation and support our overall company objectives
- Identify, develop and help communicate breakthrough opportunities that catapult us to the top of our strategic partners agendas
- Establish protocols and processes for cross company engagement with each strategic partner that help ensure all Xero interactions are well considered, deliberate and co-ordinated
- Work to elevate our relationship with each Strategic partner to the most influential levels in order to facilitate decision making and action in areas of opportunity
- Bring best practice to Xero in the area of strategic relationship management
- Continuously review client and market landscape and recommend, develop, and implement new and creative approaches to ensure Xero and its strategic partner's objectives are met.
What you'll bring...
The successful candidate will bring more than 15 years of experience in a senior business development, sales or consulting role servicing large, global companies. Your exceptional solution selling, including preparing and presenting ideas and investment propositions to large global companies will be evident in your proven track record developing and growing strategic partnership relationships. You will possess significant experience in one or more senior leadership roles with a proven ability to increase sales or investment through the development of high performance teams and effective processes and must be comfortable dealing with C Suite down and identifying areas of shared objectives around which to design and propose solutions.
As a dealmaker and strategic thinker with an ability to execute in an evolving, ambiguous, fast paced environment you will understand how large tech and fin services companies operate and how to motivate and work complex organisations. Critically you will understand the needs and agenda of P&L leaders in large, global companies and jointly meet them through partnerships.
This role presents an outstanding opportunity to contribute to Xero's business objectives by accelerating our growth objectives off the back of a handful of value adding, differentiated and sustainable joint activities and/or investments with a targeted group of strategic partners.
At Xero, we champion innovation, foster inclusion and celebrate success. We also live and breathe our values everyday.
Apply today.