Program Manager - National Accounts
Program Manager - National Accounts
Our Purpose
Xero is a dynamic and ever-expanding global company. We have developed an award winning Software as a Service (SaaS) solution which is revolutionizing the way small businesses complete their accounting requirements. Xero is beautiful accounting software that gives small businesses and their advisors real time access to accounting information, anytime, from anywhere. Our universe revolves around our customers and our simple mission to make their businesses more productive.
Xero has grown rapidly, with offices in New Zealand, Australia, UK and USA and customers in over 180 countries. In the USA and Canada our National Account partners, while small in number, represent a significant portion of our current customer base and revenue stream. We expect this growth to accelerate as Xero continues to.
In order to stay ahead of our competitors, we need to continue to provide practical yet intuitive Accounting Platform and Technology solutions to:
- Accountants and Business Advisory firms that offer Accounting, Bookkeeping, Tax, Audit, Advisory and related services (typically referred to as "Advisory Partners")
- Technology and Sales focused organizations looking to leverage SaaS technology platforms to build solutions and target specific distribution channels - such as Retail, Restaurant and Hospitality, Insurance, and eCommerce for example (typically referred to as "Alternative Channel Partners")
How you'll make an impact
The National Accounts Program Manager (PM) is responsible for building, managing and supporting the key program elements (people, process and technology) that support Xero's National Account team internally, and our National Account Partners in the USA and Canada.
This role will also refine and drive the internal reporting and tracking rhythm used by our teams and our Executive team to understand and monitor our activation projections and actual results, and the associated risks, assumptions and contingencies for each partner. This role will work very closely with several internal teams:
- Our Partner Success Manager (PSM) team as they plan, execute and monitor the collaboration and activation plans that are built for each of our National Accounts.
- Our National Account Managers (NAM) as they develop and plan their recruit and pursuit activities as they execute on their sales plans in pursuit of additional National Account opportunities.
- Our Partner Consultant (PC) and Platform and Implementation teams (PIT) as they support all aspects of sales and implementation activities (education and training, demos, conversion, implementation etc.) as they relate to National Account partners.
- Our Communities teams, specifically our SAMs, AM and Regional Directors. These teams are engaged with National Account opportunities where the partners have a local presence within a specific community. The National Account Program manager will develop and manage processes and reporting to drive successful engagement between our National Account offices and the local community based teams.
The National Accounts Program Manager will also work closely as needed with the Xero Leadership teams for Sales, Education, Product, Marketing and CX.
What you'll do
- Develop and manage the platform and process that enables the PSM team to maximize and focus their time spent working with National Account partners.
- Develop and manage partner/customer success plans, Partner on a Page summaries, coordinate/Execute GTM with partner, monthly reporting, monthly partner forecast and actual reporting for activation.
- Create and manage education plans and process for National Accounts in collaboration with the Professional Services teams (Partner Consultant and Core Technologies)
- Collaborate with other Xero functions and manage resources to ensure excellent delivery of service, quality deliverables and the highest level of customer satisfaction possible
- Ensure regular rhythm of business reporting/dashboard metrics internal to Xero and external to partner to ensure sales and implementation objectives, in particular activation progress , and timelines are on track and obstacles and issues are identified early.
- Manage Quarterly Business Review content and meetings (as required) with Partner Executive teams and Senior Xero Leadership
- Ensure a formal account engagement plan is developed for each Advisory and Alternative Channel Partner for each account PSM is engaged with
- Build and manage the process and tools for National Account Collaboration and Implementation plans - beginning with PRe-sales engagement, through full implementation and activation plans.
- Build and manage process and tools for capturing Professional Services individual time booked against partner project and assignments
- Explore opportunities for National Account engagement with social - identify opportunities and assess potential for national account partner engagement in Xero hours, community forums etc.
Success looks like
- Extensive industry knowledge, contacts and networks
- Ability to influence and drive scalable process and efficiency to effective PSM engagement with national account partners
- Strong business development skills
- Proven account management, process improvement and customer engagement skills
- Outstanding communication and presentation skills
- An enthusiasm for building strong relationships and building process at scale
- Strong market knowledge in current Practice and SME software competitor platforms
- Demonstrated initiative and ability to work autonomously
- Ability to create a quick and strong rapport with partners
- Attention to detail and follow-up
- Be process driven and takes ownership
- Passion and desire to make a difference
It's time to introduce yourself
Now that we've caught your attention, it's time to catch ours. Please apply if you:
Love doing #beautiful work – contribute to a beautiful experience for our customers.
Show your passion for the #human side of software development through cultivating a deep understanding of the needs and aspirations small business owners.
Seek the #challenge of complex technical problems, crazy-smart collaborators and a fast-paced work environment.
#Champion creative development by bringing a unique point of view while inspiring impeccable work from others.
Take #ownership by driving meaningful change and delivering results with passion and purpose.
Xero is an Equal Opportunity Employer.