Account Manager, US Hispanic Market
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
At Xero the customer is the cornerstone of everything we do. This role is responsible for recruiting new accounting partners (firms) who serve the U.S. Hispanic Community using Xero’s proven and longstanding partner value proposition. You are responsible for building effective relationships that lead to growth and generation of new revenue for both the accounting firm and Xero. You will partner with sales reps at the local level, as well as lead the direct efforts to penetrate the Hispanic partner community.
In addition to recruiting new accounting firms to our partner program, you will also actively manage and grow business within the existing accounting partner base. You will ensure that each firm has the opportunity to grow through internal firm-wide education and peer-to-peer networking opportunities facilitated by you or someone on your team.
Internally, you will work with the US Hispanic sales team on efforts to grow and develop this channel.
Key characteristics of an ideal candidate: Experienced in selling and closing, well-rounded, customer focused, delivers results in high growth environments, high emotional intelligence, strong business acumen, effective communicator, quick learner and knowledgeable in accounting practice operations. In addition, you must be able to effectively communicate in Spanish, displaying fluency in conversation and writing.
What you'll do
- Take a role in identifying and qualifying opportunities by prospecting and developing key relationships with accounting firms that serve the Spanish Speaking and Hispanic Communities
- Drive the creation and development of online cloud strategy business plans for your partners
- Build strong relationships with our accounting partners through consultative selling techniques and a collaborative sales approach to drive high-complexity consensus sale
- Generate 4x pipeline of qualified opportunities through the use of, but not limited to, proactive outbound call activity, emails, marketing campaigns and hosting events
- Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero
- 50% of the role will be focused on recruiting educating, and collaborating with new Xero accounting partners to grow our channel, leading to growth of our small business customer base
- The remaining 50% of the role will be focused on managing inbound sales calls and respond to current partner enquiries, while also having the ability to foster organic growth within an existing partner
- Once travel is open, travel to partners and prospects all over the US up to 50-65% of timeUtilize sales enablement tools such as Salesforce and other automation tools
Success looks like
- Meeting monthly targets on new clients signing up to Xero via your accounting partners
- Meeting weekly KPI measurements such as phone calls, meetings, and events. More than 80% of your communication with customers and partners will be via phone, email, and webinar initially until travel is open. Once travel is open, this will shift to 50-65% in person
- Maintaining a high level of activity and excellent account hygiene in our CRM by hitting on key touch points
- Successfully recruiting accounting partners representative of all tiers of the industry
- Managing existing accounting partner relationships under our recruit, educate, grow modelCollaborate with our technical team to present end-to-end accounting workflow solutions
Critical competencies
- Understand the buyer: shows enthusiasm for the emerging cloud accounting market and its relevance to new franchise opportunities
- Building relationships: A natural tendency towards building mutually beneficial partnerships
- Drive for results: Results driven with strong initiative and ability to work independently
- Communication: Outstanding communication and presentation skills
- Resilience & adaptability: Capacity to learn, adapt and apply ideas in constantly morphing situations
- Customer focused: Ability to create quick, strong rapport with entrepreneurs, C-level executives, accountants and other stakeholders
Experience
- 4+ years of relationship management experience in a consultative selling environment
- Field Account Manager experience
- Experience communicating in Spanish, in a business setting
- Strong Business Development experience especially New Business
- Experience in closing sales role preferred
- Experience selling in a high growth, SaaS environment
- A high level of awareness for the workings of an accounting practice and systems a plus
Xero is an equal opportunity employer. Xero celebrates diversity. We are committed to creating an inclusive environment where our employees can do the best work of their lives.
Xero offers access to low-cost, high-quality health care options through Cigna and Kaiser (in CA & CO only)
Xero will match 100% on the first 3% of 401k contributions plus 50% match on next 2% of contributions
Employees enjoy 21 days of paid time off per year
Employees have 10 days of wellbeing leave to care for their minds, bodies, and families
US employees enjoy 11 paid holidays per year
Xero offers an industry-leading 26 weeks of parental leave at 100% pay
Xero offers a number of employee wellness programs, to include yoga, mindfulness and nutrition workshops, EAP, free flu shots, team meals, and a monthly wellbeing allowance
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.