Senior Account Manager (London)

The Senior Account Manager at Xero will manage sales and account management relationships with large and mid-tier accounting partners while creating and executing strategies to digitize partner practices. This involves territory management, generating a pipeline of opportunities, cultivating deep partner relationships, and leading digital strategies. They will also maintain Salesforce records to track all inbound and outbound activities.

To excel as a Senior Account Manager at Xero, candidates should have demonstrable experience in technology or SaaS companies, a proven record of sales performance, and field account management experience. Knowledge of accounting practices and strong communication skills are crucial, alongside familiarity with competitor platforms in the SME software market.

A Senior Account Manager contributes to revenue growth by effectively managing relationships with accounting partners and creating strategies that optimize partner engagement. Through proactive outreach, workshops, and strategic selling techniques, they will identify and pursue new business opportunities, thereby driving subscription growth and adding value for Xero's small business customer base.

Essential skills for the Senior Account Manager role at Xero include excellent communication and presentation abilities, strategic thinking for effective territory management, and strong product knowledge. The ability to connect values to partner needs and collaborate with both internal and external stakeholders are also key to success in this position.

Candidates should ideally possess experience in a fast-paced technology or SaaS environment, complemented by field account management experience. A thorough understanding of accounting practices, coupled with a knack for consultative selling and relationship building, will greatly enhance a candidate's suitability for the Senior Account Manager position at Xero.

In answering this question, focus on specific examples of account management roles you've held, particularly in the tech or SaaS industries. Detail your strategies for managing relationships and achieving sales goals, and highlight any familiarity with accounting practices that can benefit your clients at Xero.

Discuss your proactive outreach techniques, such as the use of calls, emails, and networking at industry events. Explain how you identify and prioritize leads, and provide examples of successful marketing campaigns you have been part of that resulted in increased pipeline activities.

Outline your approach to conflict resolution, emphasizing the importance of understanding the partner's perspective and actively listening. Discuss specific methods you would employ to build trust and communicate effectively, ultimately leading to a positive resolution.

Prepare to discuss key features of Xero that are relevant to accountants and bookkeepers, focusing on their benefits. Highlight how you would tailor your presentation to address specific partner needs, ensuring clear communication of the value they can derive from using Xero’s solutions.

Explain your time management strategies, such as using tools and resources for tracking tasks and creating schedules. Discuss how you segment partners based on their needs or potential and how that prioritization drives your actions, ensuring timely responses and effective support.

Detail a specific sales strategy that led to measurable results. Focus on your approach, the methods used (e.g., consultative selling), and how it directly contributed to partner growth or engagement. Highlight any specific numbers or outcomes to support your example.

Emphasize the importance of collaboration with internal teams and external partners. Discuss how collaboration has helped you achieve better results in your prior roles, including examples of cross-departmental efforts that enhanced partner relationships and boosted sales.

Describe a proactive approach to continuous learning, such as attending training sessions, webinars, and industry events. Explain how you would actively follow industry news, participate in professional networks, and implement learning into your sales techniques to maintain your competitive edge.

Share your personal motivations, such as achieving targets, building relationships, or making an impact on partners. Discuss any intrinsic factors that drive you, like a passion for technology or a commitment to improving partner success, showing how these align with Xero’s values.

Outline key performance indicators (KPIs) that you would focus on, such as revenue growth, partner satisfaction, and successful onboarding of new partners. Discuss how you would regularly assess performance against these metrics and adjust strategies as necessary to ensure continued success.