Job Openings at Xero

What you’ll do:

• You will be responsible for leading your team including the ongoing professional skills development, performance management, coaching and career progression of each individual to meet and exceed monthly sales targets and activity based KPIs. 
• You will work with your team to develop territory plans which facilitate individual Account Managers to achieve their targets and deliver timely and accurate sales forecasts and associated reporting. Through monitoring activity, providing hands-on process improvement where needed and monitoring competition in the UK market this role will contribute to competitive strategy and lead the Account Manager team to success.

What you’ll bring:

• Strong People Management skills
• Experienced and successful inside sales management & coaching background
• Proven ability to develop and manage territory sales and calling plans to facilitate your team achieving its targets
• Strong sales, account management and inside sales team leadership skills
• Proven sales performance and drive for results

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Experience & Skills:

• Solution selling or account management experience
• Experience of working in a similar senior field sales role
• An interest in the emerging online accounting market
• Initiative and ability to work autonomously
• Outstanding communication and presentation skills
• Excellent and clear writing skills
• An enthusiasm and ability for building strong relationships and rapport with customers
• Attention to detail and follow-up
• A passion for technology
• CRM discipline
• Self motivation, energy, dynamism and passion
• Determination to succeed
• Sales expertise developed in the Financial/Accounting Software sector is highly desirable
• Knowledge of the workings of an accounting practice is desirable but not essential
• As this is a field-based role, we’re looking for someone to be home based, ideally in and around Johannesburg, with flexibility for travel.

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How you’ll make an impact

• You’ll be responsible for developing and managing key relationships with accounting firms, working with them to expand their use of Xero and helping them to assist the development of their online strategy. You’ll help accounting practices to convert more clients to our beautiful accounting software, exceeding your monthly targets and managing your territory through specific engagement plans.
• You will be results-driven and can demonstrate proven sales performance with the ability to effectively territory manage through categorisation and prioritisation of all new and existing Accounting and Bookkeeping Partners; identify sales opportunities to build sales pipeline and produce accurate forecasts each month and further proactively identify sales opportunities of each partner, through a collaborative sales conversation using negotiation, consultant, tailoring a solution and closing business in a timely way.

What you’ll bring

• Experience of achieving set Sales targets (monthly/yearly)
• Comfortable working to targets
• A minimum of 1 year’s experience in a pro-active, inside telephone-based sales/account management role
• Determination to succeed and navigate an ambiguous and changing environment
• Experience in applying quality sales call techniques including tone, call shaping and control, fact finding, enthusiasm, closing and next steps
• Experience of working with a CRM system would be highly beneficial.
• To be considered for this role you must be based in Cape Town.