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Business Development Representative

Xero - Melbourne, VIC

Source: uWorkin


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.

You’ll lead customer-facing activity as part of a business plan to re-engage inactive Xero Partner Program members. You’ll initiate first contact, working from an established process but generating your own tactics towards success along the way. Working to connect with decision makers in practices across Australia, you’ll ask the right questions as well as create and deliver talk tracks with efficiency, inspiring and re-invigorating interest in the Xero Partner Program. Gaining an understanding of the high level aspirations and key business goals of the practice, you will be responsible for introducing a point of contact within the partner onboarding team to ensure practices are re-connected to the people and journey that will deliver success.

    • Develop a market sector by generating sales leads through re-engagement and aimed at the Partner Program as well products, services and solutions new to the segment
    • Assessing potential partners, performing competitive research, evaluating proposed deals/partnerships and developing business case hypotheses and high level outlines
    • Generating leads from within the patch to establish a corresponding market sector in order to gain new business for the organisation
    • Identifying opportunities for business improvement and strategic new business opportunities
    • Generate sales-ready opportunities for Partner Growth Managers using Xero’s qualification criteria
    • Conduct high-level discovery calls and work as part of a selling team with a focus on re-establishing the relationship and identifying key motivations that generate renewed interest in the benefits of Xero and the partner program
    • Build open and collaborative relationships with stakeholders throughout Xero and externally
    • Through Internal and Customer feedback, track key trends and feedback received to consider ways to pivot and improve how we support our process
    • Keep up to date with partnerships, key competitors and market trends
    • Provide analysis and customer insights back into the various GTM and other business teams
What you'll do;

    • Self-starter with excellent prioritization skills
    • Ability to quickly engage and keep the attention of your prospects no matter the context / channel
    • Be able to understand the Partner Program benefits, connecting those to real world goals along and building the momentum and excitement necessary to keep interest in moving through an established onboarding process
    • Curious by nature along with being detail-oriented, organized, and having the ability to simplify complex problems
    • 5+ years experience in a solutions based sales position (focus on cold-calling and/or retention a plus)
What you’ll bring with you;

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. So, from the moment you step through our doors, you’ll feel welcome and supported to do the best work of your life.