Territory Manager

2 weeks ago

Sydney, Australia Xero Full time

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**

Leading a blended team of Inside Account Managers, Account Managers and Field Senior Account Managers guiding, coaching and mentoring and ensuring we deliver outstanding Partner experiences/ results for Xero.

You would be responsible for the successful growth, support, coaching and development of the Account Management team within your territory. You’ll develop Territory Plans with each Account Manager to help deliver against key financial metrics ( Orgs / Org and upgrade Revenue) and eNps.

**What you’ll do**:

- Work closely with the Regional Sales Manager to support and execute regional initiatives.
- Drive performance, culture, and an inspiring environment
- Significant time spent in field coaching Senior Account Managers and supporting to pitch and close deals driving and accelerating BE / PE revenue growth
- Significant time spent with Inside Account Managers developing best practice to identify and sell value proposition to partners to grow subscribers
- People Management of Account Managers and Senior Account Managers in your Territory
- Sales management of territory including planning, forecasting and execution
- Monitor and coach team members, feeding back to individuals to support their continuing development and ensure all are adopting best practice to support repeatable activities.
- Work with team members to ensure all have appropriate and up to date product knowledge
- Performance reviews and development for all territory staff
- CRM discipline within the team - ensure data health hygiene with all opportunities and customer communications
- Be the point of escalation when there is an aggrieved partner needing leadership attention.
- Contribute to and driving the GTM strategy in territory
- Driving collaboration with other partner resources such as PC team, education
- Monitor organization's progress through the sales cycle
- Ensure CRM system is updated with all client communications
- Provide territory updates at weekly Sales Leadership Meetings

**Success looks like**:

- Successfully managing team of blended Account Manager team
- Achievement of outlined Sales / Financial Metrics ( orgs/org and upgrade revenue) and KPI’s - Activity and Calls targets
- Team Engagement ( measured through Officevibe)Improved Sales team capabilities (measured through conversion rates, close rates, skills assessment / diagnosis )

**What you’ll bring with you**:

- Proven experience in leading, coaching and motivating Inside and Field Based Teams
- Complex Solution selling experience
- Territory and sales management experience
- Strong market knowledge in current Practice and SME software competitor platforms (not essential)
- Proven sales performance and results driven
- An enthusiasm for building strong relationships and an ability to create a quick and strong rapport with partners
- Strong business development skills
- Loads of initiative and ability to work autonomously
- Outstanding communication and presentation skills
- Demonstrated initiative and ability to work autonomously
- Attention to detail and follow-up
- Be process driven and takes ownership
- Negotiating /overcoming objections with large multidisciplinary firms
- Strong People Leadership capability aligned to Xero
- Complex solution selling experience

**Why Xero?**

At Xero we support many types of flexible working arrangements that allow you to balance your work, your life and your passions. We offer a great remuneration package including shares plus a range of leave options to suit your well-being. Our work environment encourages continuous improvement and career development and you’ll get to work with the latest technology.

Our collaborative and inclusive culture is one we’re immensely proud of. We know that a diverse workforce is a strength that enables businesses, including ours, to better understand and serve customers, attract top talent and innovate successfully. We are a member of Pride in Diversity, in recognition of our inclusive workplace. Our goal is to make sure you feel welcome and supported to do the best work of your life.

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