Head of Customer Success leading a team in B2B customer success within cultural heritage SaaS. Focused on strategic customer outcomes and operational excellence, driving retention and satisfaction.
About the role
- Managing existing relationships with Xero’s enterprise accounting partners. Supporting cloud practice strategies and identifying opportunities for revenue growth.
Responsibilities
- Manage existing enterprise partner relationships with the goal to retain, activate and grow profitable relationships.
- Strategize ways to increase their revenue and promote growth via cross-sell or up-sell opportunities.
- Manage inbound sales calls and respond to current partner inquiries, fostering organic growth and run rate within an existing partner.
- Execute outbound sales phone calls, in person and virtual meetings that drive subscription activation and utilization.
- Execute outbound and new acquisition sales motions in alignment with business net new growth objectives.
- Execute upsell and cross sell opportunities within the enterprise partner channel and territory you are overseeing.
- Manage and coordinate with community teams as well as cross functional teams towards the successful deployment and activation of business plans.
- Consistently communicate and work alongside Xero Senior Account Managers to build and execute revenue growth strategies for local offices of Enterprise Partners.
- Build strong relationships with accounting partners to identify, cultivate, and activate large business plans through consultative selling techniques and a collaborative sales approach, leading to the growth of our small business customer base.
- Enrich the Xero experience of our accounting partners through thought leadership and continuous education on how to grow their practice and leverage Xero.
- Drive attendance to local and national Xero events.
- Utilize sales enablement tools such as Salesforce and other automation tools.
- Travel to partners and prospects within your territory will be required up to 15-25% of your time.
Requirements
- Bookkeeping/accounting experience a plus
- Extensive industry knowledge, contacts and networks
- A track record in influencing and drive sales within partner vertical channels
- Willingness to travel to partners and territories up to 75% of time
- Relationship management experience in a consultative selling environment
- Strong account management skills
- Loads of initiative and ability to work autonomously
- Enthusiasm for the emerging cloud accounting market and its new opportunities
- Confident in managing complexity with partners and proactive in identifying opportunities for them
- A natural tendency towards building mutually beneficial partnerships
- Results driven with strong initiative and ability to work independently
- Outstanding communication and presentation skills
- Capacity to learn, adapt and apply ideas in constantly morphing situations
- Ability to create quick, strong rapport with accountants and other stakeholders
- A process driven results-focused approach
Benefits
- very generous paid leave to use however you’d like (plus statutory holidays!)
- dedicated paid leave to care for your physical and mental wellbeing
- Employee Assistance Program to access mental health care for you and your family
- employee resource groups
- wellbeing programming and allowances
- medical, dental, vision, and disability insurance
- fertility and family forming financial support
- 401k contribution matching
- 26 weeks of paid parental leave for primary caregivers
- Employee Share Plan
- beautiful offices with snacks and break areas
- flexible working
- career development
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Tech skills
Location requirements
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