Partner Development Representative
Small business makes the world go round – it’s the heart of the global economy. At Xero we want millions of small businesses to thrive through beautiful software, advice and connections. We aim to make being a small business more efficient and profitable, and more enjoyable too.
How you’ll make an impact
Working with a team focused on your local community, your role as a Partner Development Representative (“PDR”) is responsible for the on-boarding journey for new partners in the accounting, bookkeeping and tax channels. The primary activities will be to gain an understanding of the accounting/bookkeeping/tax practice and how Xero can assist them. All information is captured within Salesforce. You will actively promote the benefits of the partner program and onboard new partners which includes guiding them in achieving Xero certification and adding their first client. Once these steps have been completed, you will introduce the partner to their account manager.
Success Looks Like:
Effectively qualifying partner leads that come into Xero and allocating to account management team members. Successfully researching business online to assess validity.
Properly articulating Xero’s value which encourages partner to take next steps and begin their Xero journey
Building a sales pipeline that’s positioned for growth at Xero
What you’ll do
Articulate the Xero value proposition in an industry context
Respond to all inquiries via phone and email from potential Xero partners (accounting, bookkeeping, tax practices)
Qualify partner leads by following the Xero sales process
Record all activity in Salesforce
Promote, recruit and onboard new partners into the partner program
Advise and promote Xero certification and onboarding 1+ clients
Drive attendance to Xero led events and ensure rapid follow up
Demo Xero various products via in person, webinar and phone
Ensure Xero product knowledge is up to date at all times
Foster and build genuine relationships of trust and loyalty between partners and Xero
Work independently as well as in a team environment
Effectively cope with change and ambiguity
Prospecting and cold calling of target firms to partner with
What you’ll bring with you
Excellent communication & presentation skills
Ability to build rapport quickly and make lasting first impressions with a customer-focused attitude
Consultative selling approach
Coachable & results driven mindset
A natural tendency towards building mutually beneficial partnerships
Passion and desire to make a difference to the lives of accountants and their clients
Diligent time management skills
1-2 years of sales experience
Proven experience working with SMBs
Excellent organizational and time management skills
The ability to clearly communicate with accounting partners
A Bachelor’s degree and learning agility
The ability to thrive in a highly collaborative, fast-paced & changing environment
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.