Xero
Denver, CO
Remote

GM/VP, Strategic Partnerships

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Xero is a beautiful, easy-to-use platform that helps small businesses and their accounting and bookkeeping advisors grow and thrive. 


At Xero, our purpose is to make life better for people in small business, their advisors, and communities around the world. This purpose sits at the centre of everything we do. We support our people to do the best work of their lives so that they can help small businesses succeed through better tools, information and connections. Because when they succeed they make a difference, and when millions of small businesses are making a difference, the world is a more beautiful place.


How you’ll make an impact...


The GM, Strategic Partnerships will have responsibility for coordinating and leading Xero’s Partnerships activity across a curated set of strategically significant partnerships.


These partnerships will “move the needle” in the context of Xero’s global and regional strategy. Each will help Xero and our partners create greater value for customers and shareholders - and do so in a sustainable, differentiated way.


These may include partnerships predicated on product development, access to technology, marketing, key industry associations, tailored go -to-market strategies, events or innovation, to name a few.


Each therefore requires its own carefully crafted strategy and account plan, and will typically involve investing-in and growing a broad set of relationships, very much including the C-Suite.


The role will require orchestration and collaboration across a wide set of Xero stakeholders, from strategy and product teams, to the global partnerships function, and regional in-market resources charged with supporting and executing partnerships at a local level.

What you'll do

  • Work with the leaders of Xero’s key functions to understand strategy objectives to be realised through partnerships.
  • Lead a team of Partnerships Managers and other staff as required to support the creation and execution of our partnerships plans.
  • Play a key personal role in leading cycles with Xero’s most strategically important partners globally.
  • Apply and improve methodologies to qualify and prioritise partner engagements.
  • Develop a strategy focussed on expanding our relationship with each partner in ways that create differentiation and support our overall company objectives.
  • Identify, develop and communicate breakthrough opportunities that catapult us to the top of our partners’ agendas.
  • Establish protocols and processes for cross company engagement with each partner that help ensure all Xero interactions are well considered, deliberate and co-ordinated.
  • Work to elevate our relationship with each partner to the most influential levels in order to facilitate decision making and action in identified areas of opportunity.
  • Bring best practice to Xero in the area of strategic relationship management.
  •  Drive collaboration across multiple parts of Xero’s business - harmonising focus and optimising the deployment of resources - always according to a well laid-out plan.
  • Sponsor knowledge sharing and Executive engagement across our business as it relates to enhancing our relationship with each strategic partner.
  • Ensure our investments yield tangible results and valuable differentiation.
  • Work closely with go-to-market channels to craft plans to maintain and grow acquisition for Xero and our partners.
  • Continuously review client and market landscape to recommend, develop, and implement new and creative approaches to ensure Xero and its strategic partner’s objectives are met.
  • Build relationships with key partner contacts (directly and indirectly, via others across Xero) to educate them on the Xero value proposition and ensure they are strong Xero advocates.
  • Collaborate with relevant leaders to establish and execute regular planning and review sessions to establish, monitor and report progress against agreed objectives.
  • Support other parts of our business including Xero’s Emerging Businesses and Product teams, in leveraging our partnerships and knowledge base to design and build better products. 

What You'll Bring With You - Critical Competencies

  • Ability to build relationships and negotiate with various stakeholder groups, at the most senior levels
  • Excellent communication skills
  • Strong commercial acumen
  • Dealmaker and strategic thinker with an ability to execute in an evolving, ambiguous, fast paced environment
  • Understand how large tech and fin services companies operate and how to motivate and work complex organisations
  • Proven ability to understand the needs and agenda of P&L leaders in large, global companies and jointly meet objectives through partnerships
  • An ability to cope with change in a fast paced dynamic environment experiencing growth and expansion
  • Ability to negotiate deal terms, build value for all parties and create long term partnerships of scale
  • Positive and energetic with a keen sense of urgency and results orientation
  • Strong problem-solving skills
  • Ability to motivate and lead teams across multiple functions
  • Team player

What You'll Bring With You - Experience

  • 15+ years in a relevant and senior business development or partnerships role servicing large, global companies
  • Experience “solution” selling, including preparing and presenting ideas and investment propositions to large global companies
  • Proven track record developing and growing strategic partnership relationships
  • Experience in one or more senior leadership roles with a proven ability to increase sales or investment through the effective development of strategies and high performance teams
  • Must be comfortable dealing with C-Suite down and identifying areas of shared objectives around which to design and propose solutions
  • Demonstrated capability to manage complex, multidimensional relationships at the executive and working levels - including the ability to establish collaboration, credibility and confidence
  • Commercial experience in planning, modelling, negotiating and contracting agreements with strategic partners
  • MBA or BA/BS degree 

About Xero?


Diversity of people brings diversity of thought, and we like that. A collaborative and inclusive environment is important to us. Working at Xero will provide you with a diverse and inclusive environment alongside people who will respect, challenge and support you to have fun while you do the best work of your life. We are a place where personal development, innovation, and well-being are not just inspired but celebrated.


We value our people and offer a wide range of compelling benefits and perks, including Xero shares. Xero’s collaborative culture is underscored by our values - #Ownership, #Challenge, #Beautiful, #Human and #Team - which empower us to understand and serve customers, attract top talent and continuously innovate. From the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.

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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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