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...
Working alongside the South Africa Country Manager and Partner Director UK & EMEA, this role is responsible for leading the partner sales team. The Head of Partner Sales is responsible for leading the Partner Sales Team, helping them to achieve their sales targets and ensuring Accounting and Bookkeeping Partners receive the support and guidance they need to succeed. The role draws on experience and proven, dynamic sales leadership accompanied by knowledge of the ZA accounting marketplace. It carries responsibility for a significant proportion of Xero South Africa’s business, whilst driving constant improvement and delivery on strategic and tactical priorities.
Of course, this position description is just a guide - you’ll be expected to be flexible and perform any other duties as reasonably required by your manager and this position description is likely to develop over time
What you’ll do...
Recruit, manage, coach and mentor team leaders and members, to meet and exceed monthly team targets.
As a key stakeholder you’ll play a significant role in defining the Xero Partner strategy.
Responsible for development of territory plans to facilitate Partner Team Managers achieving targets.
Responsible for overall people management of your team including the ongoing performance management, professional skills development, coaching and career progression of your direct team and also supporting your team to do the same with their direct reports.
Deliver timely and accurate sales forecasts and associated reporting.
Monitor overall team activity and provide hands-on process improvement advice and guidance.
Carefully monitor competition in the ZA market and provide valuable, timely and insightful input into competitive strategy.
Develop appropriate and impactful sales tactics and campaigns.
Promote Xero as a thought leader via the creation of content. eg Blogs, social media, webinars, events, and media engagement.
Be an active voice in the wider Xero leadership team and be present in head office regularly, whilst working cross functionally with other senior leaders .
Success Looks Like...
Achieving organisation and revenue targets from Xero Partners in the region
Delivering consistency and predictability within the Account Management team
Increasing the penetration of Xero within Xero Partners in the region
Creating a world-class culture for your team
Hiring, retaining and developing great talent
What You'll Bring With You - Competencies...
Outstanding communication and presentation skills
Strong sales team leadership skills
Ability and desire to recruit and develop exceptional sales leaders
Ability to inject operational rigour into the sales organisation and develop and improve sales processes
Strong tactical selling skills
A proven track record in running successful field sales teams Proven sales performance and drive for results
What You'll Bring With You - Experience...
5+ years’ sales leadership experience, ideally managing managers as well as quota carrying reps.
Knowledge of the day to day operation of an Accounting Firm would be a real advantage
Experience in all aspects of people management within your team including the ongoing performance management, professional skills development, coaching and career progression of the team
Experience in managing and developing a team of excellent sales leaders
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 plus a range of leave options to suit your well-being. In South Africa, the Xero journey is just beginning but we can already see the potential our software has to offer to the small business community and you will get the opportunity to participate in Xero’s success by being allocated shares via our Long Term Incentive scheme.
Our work environment encourages continuous improvement and career development and you’ll get to work with the latest technology too. 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. So, from the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.
