Senior Partnerships Manager, Product

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 The Senior Partnerships Manager will ensure close alignment between the Accountants & Bookkeepers (A+B) Product Team and Xero’s Partnerships function. The operating model for this role is now well established, with an existing team of Partnership Managers and Directors in situ, driving Partnerships alignment with Xero’s key Product Divisions including core accounting, as well as applications and services. You will agree specific commercial and operational outcomes with the A+B Product team, and orchestrate the activities of the global Partnerships function to ensure these are met and exceeded. You will also lead - through the global partnerships team - the execution of account management of Premium App Partners. You will ensure visibility of these objectives - and progress against them - through a range of existing channels and forums (creating new ones as needed).

What you’ll do

Work with the leadership of Xero’s A+B Product function to understand and inform strategy objectives, focusing on those that can be influenced or realised through the Partnerships function.

Lead partnership cycles against defined product requirements - from assessment and scoping through to deal execution and ongoing partnership management. Partners enable Xero to fill key product gaps, of which you will play a key role to enable.

Act as a subject matter expert in the global tax and practice management software market - informing Xero’s

Product, Strategy and Corporate Development teams on market dynamics, opportunities and threats.

Establish a range of targets and objectives to reflect and support Xero’s A+B strategy - providing support to the business across the build, buy and partner constructs.

These targets will include commercial measures, for example in relation to the on-boarding and activation of practice app partners to the Xero App Store, and securing app partners support for events such as Xerocon.

Work with the Ecosystem team to support the development and improvement of the App Partner Program as it relates to practice apps, and lead the execution of account management and other key benefits for “premium” App Store partners through the wider app partnerships team, including portfolio and tier management, account planning, KPIs and targets, and co-ordination of global accounts.

Play a key personal role in leading cycles with Xero’s most strategically important practice app partners globally.

Apply and improve methodologies to qualify and prioritise partner engagements.

Develop a strategy focussed on expanding our relationships with app partners in ways that create differentiation and support our overall company objectives.

Identify, develop and communicate breakthrough opportunities that catapult us to the top of our partners’ agendas.

Establish protocols and processes for cross company engagement with each partner that help ensure all Xero interactions are well considered, deliberate and co-ordinated.

Work to elevate our relationship with each partner to the most influential levels in order to facilitate decision making and action in identified areas of opportunity.

Bring best practice to Xero in the area of relationship management.

Drive collaboration across multiple parts of Xero’s business - harmonising focus and optimising the deployment of resources - always according to a well laid-out plan.

Sponsor knowledge sharing and Executive engagement across our business as it relates to enhancing our relationship with each strategic partner.

Ensure our investments yield tangible results and valuable differentiation.

Work closely with global ecosystem marketing to input into and support plans to maintain and grow acquisition for Xero and our practice app partners.

Continuously review client and market landscape to recommend, develop, and implement new and creative approaches to ensure Xero and its strategic partner’s objectives are met.

Build relationships with key partner contacts (directly and indirectly, via others across Xero) to educate them on the Xero value proposition and ensure they are strong Xero advocates.

Collaborate with relevant leaders to establish and execute regular planning and review sessions to establish, monitor and report progress against agreed objectives.

What you’ll bring with you - Critical competencies

Proven negotiation skills, persuasive ability and excellent communication skills.

Strong commercial acumen

Understand how large tech and fin services companies operate and how to motivate and work complex organisations

Knowledge of the accounting industry - including key compliance trends across

Xero’s primary geographies.

Proven ability to understand the needs and agenda of P&L leaders in large, global companies and jointly meet objectives through partnerships

An ability to cope with change in a fast paced dynamic environment experiencing growth and expansion

Ability to negotiate deal terms, build value for all parties and create long term partnerships of scale

Positive and energetic with a keen sense of urgency and results orientation

A structured approach to breaking down complex problems

Ability to motivate and lead teams across multiple functions

Be a team player that leads through a passion for coaching others and an enthusiasm for innovation and driving value

What you’ll bring with you - Experience

5+ years in a relevant and senior business development, partnerships or product role servicing large, global companies

You may have built technical knowledge training as a professional accountant.

Experience “solution” selling, including preparing and presenting ideas and investment propositions to large global companies

Proven track record developing and growing ecosystem partnership relationships

Must be comfortable dealing with senior stakeholders and identifying areas of shared objectives around which to design and propose solutions

Demonstrated capability to manage complex, multidimensional relationships at the executive and working levels - including the ability to establish collaboration, credibility and confidence

Commercial experience in planning, modelling, negotiating and contracting agreements with strategic partners

BA/BS degree plus CAANZ qualification or equivalent desirable.

本地公司

Accounting Software

1,001-5,000

Xero是一所主要研发云计算会计系统的软件公司，主要服务对象是中小型企业。Xero的总部位于新西兰惠灵顿，并在澳大利亚、英国和美国设有分公司。Xero同时在新西兰交易所和澳大利亚证券交易所上市。 Xero的产品以软件即服务为基础框架。