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Head of Partner, Americas

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Who we are

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, USA and Singapore and customers in over 100 countries.
We have developed an award winning Software as a Service (SaaS) solution. In order to stay ahead of our competitors we need to continue to provide practical yet intuitive solutions to accounting requirements in different countries around the globe. 
The Head of Partner Sales is expected to drive the success of Xero USA's partner sales channel through teams working with financial advisors.

Responsibilities include... 

  • Responsible for Xero's US Accounting Partner Sales Channel and Partner Consulting team
  • Gain market share by leading sales effectively
  • Hiring, managing, coaching and mentoring of the inside and field sales teams focused on the Accounting Partner sales channel
  • Responsible for development of business and territory plans to ensure individual sales people are successful in achieving targets
  • Responsible for managing forecast and commitment to achieving goals
  • Pipeline ownership from top to bottom
  • Get hands-on with deals in the pipeline to create more wins
  • Responsible for overall people management of the partner sales team including performance management, professional skills development and career progression
  • Monitoring quality and consistency of all sales processes and activities
  • Working with key influential bodies and associations to ensure Xero is actively promoted within their membership base
  • Carefully monitor competition in the US partner market and provide valuable, timely and insightful input into competitive strategy
  • Promote Xero as a thought leader in the online partner market at the most senior levels
  • Actively participate in the sales team and make a positive contribution to the strategic direction, people development and overall culture of Xero

You will need

  • 8+ years of sales management experience
  • Extensive SaaS industry knowledge, contacts and networks
  • Strong sales and people leadership skills and experience
  • Great team builder. An ability to draw the best out of exceptional people
  • Ability to influence and drive sales strategy within the partner channel
  • Strong marketing and business development skills
  • Proven sales performance and results driven
  • Outstanding communication and presentation skills
  • Superior knowledge of the small business market
  • Demonstrated initiative and ability to work autonomously
  • Attention to detail and follow-up
  • Be process driven and willing to take ownership
  • Passion and desire to sell and close new business

 
Key Performance Indicators

  • Meeting quarterly revenue targets
  • US partner sales team performance level

Reports to

  • VP- Business Growth Americas

 Functional Relationships

  • VP Sales - Direct
  • Regional Sales Directors
  • Senior Account Managers
  • Account Managers
  • Partner Development team
  • Sales Operations team
  • Sales Training
  • Education Director, US
  • Marketing team
  • Customer Experience team
  • Leadership team
  • US Product Team 

 
Direct Reports

  • Regional Sales Directors
  • Inside Sales Manager
  • Manager, Account Development

 
 Who you are
 

  • Leadership style that creates a collective group
  • Self-motivated, proactive and fast moving
  • Leads through passion and personality
  • Skilled communicator with desire and or history of thought leadership/evangelism
  • Can share bad news/difficult problems early with team
  • Courageous. Decisive. Leans into hard decisions
  • Great instincts, great gut calls.
  • High clock speed. Proven smarts.
  • Truth seeker. Constant learner.
  • Understands excellence and demands it. Operates to high standards.
  • High integrity, leadership, charisma and gravitas

This is an outstanding opportunity in a dynamic, fast paced, growth-orientated business.If you meet the above criteria, then we'd like you to be a part of the next chapter of the Xero success story. At Xero, we encourage diversity, foster innovation and reward success.
Xero is an Equal Opportunity Employer. 

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Christina Rowe
Global Head of Learning and Capabilities
CREATING SAFE SPACES
Share your voice and find support
As an ERG leader, Christina Rowe does more than schedule events. “My role involves listening to the needs of group members regarding career development, community and more,” she said. Through her ERG involvement, Rowe has gained a greater understanding of her peers’ diverse life experiences and skill sets while fostering dialogue related to topics that are often avoided in the workplace, such as women’s health. “It’s been a great way to help other women grow their careers and create a safe space for hard conversations,” she said.
As an ERG leader, Christina Rowe does more than schedule events. “My role involves listening to the needs of group members regarding career development, community and more,” she said. Through her ERG involvement, Rowe has gained a greater understanding of her peers’ diverse life experiences and skill sets while fostering dialogue related to topics that are often avoided in the workplace, such as women’s health. “It’s been a great way to help other women grow their careers and create a safe space for hard conversations,” she said.
Knowing that Xero puts so much awareness and investment into diversifying our leadership team makes me proud to be here.
Erika Porras Gutierrez
Platform Engineer
EDUCATION FOSTERS EMPATHY
A focus on learning cultivates compassion
Erika Porras Gutierrez’s work leading Xero’s ERG for Indigenous Americans has enhanced her employee experience in several ways. “It has clarified what inclusion really means, taught me new ways of interacting with people and made me more empathetic,” she said. Not only has she grown personally due to this role, but it’s also encouraged her to engage with other engineering teams in an effort to better understand her peers’ needs. She’s currently helping plan an event that will enable Indigenous people to share their unique stories with others in the company.
Erika Porras Gutierrez’s work leading Xero’s ERG for Indigenous Americans has enhanced her employee experience in several ways. “It has clarified what inclusion really means, taught me new ways of interacting with people and made me more empathetic,” she said. Not only has she grown personally due to this role, but it’s also encouraged her to engage with other engineering teams in an effort to better understand her peers’ needs. She’s currently helping plan an event that will enable Indigenous people to share their unique stories with others in the company.
Sharing our lives and our stories is how people connect and create community, and that is exactly what ERGs are all about.
Eean Tyson
Talent Specialist
BELONGING BUILDS PROGRESS
Inclusion defines connections and the talent search
Eean Tyson’s role as the co-chair of Black Xero enables him to champion inclusion and cultivate community across the company. “I want to ensure people feel a sense of belonging,” he said. Besides helping team members build meaningful connections with each other, he also spearheads talent-related initiatives that are informed by the organization’s DEI efforts. For instance, he recently took part in a scoping session in order to develop a road map for diverse hiring practices.
Eean Tyson’s role as the co-chair of Black Xero enables him to champion inclusion and cultivate community across the company. “I want to ensure people feel a sense of belonging,” he said. Besides helping team members build meaningful connections with each other, he also spearheads talent-related initiatives that are informed by the organization’s DEI efforts. For instance, he recently took part in a scoping session in order to develop a road map for diverse hiring practices.
I ask questions, validate others’ concerns and feelings, and ultimately aim to ensure everyone feels safe at Xero.

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.

View full list of perks + benefits
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