Head of Partner Marketing, Emerging Markets

Our Purpose

At Xero, we’re here to help you supercharge your business. We do this by automating routine tasks, surfacing actionable insights and connecting businesses with the right data, advisors and apps. When that happens, we’re not only making life better for small business, we’ll be building a stronger economy that can change the world.

How you’ll make an impact

Reporting directly to the global GM Demand Generation (with a dotted line to the GM, Growth Marketing, Emerging Markets), you will play a pivotal role in building a partner marketing function that works closely with the regional marketing team, and sales and operations teams to deliver on the regional marketing plan, driving acquisition activity and marketing-attributed pipeline for the regional sales teams.

You will lead a talented team to develop and implement multi-channel campaigns to engage high-potential accounts and, in collaboration with the regional marketing team, ensure the key regional campaign themes are delivered in a way that most effectively drives the sales pipeline. You will drive partner engagement and growth through education, events, digital and other activity, reporting against KPI’s. You'll be a collaborative problem solver, who thrives on working with a variety of teams and stakeholders.

With years of experience in marketing via channel partners, you will have proven expertise at balancing strategic and executional requirements. You will be naturally motivated by seeing growth outcomes and feel an urgency to deliver solutions, programs and outcomes that can be clearly measured.

What you’ll do

• Collaborate closely with key regional business stakeholders to ensure strong understanding of market landscape, challenges and opportunities, and that these are represented and advocated in the global function, and fed into regional partner marketing plans.
• Lead the development of partner marketing plans, identifying opportunities to drive partner acquisition, activate partners and deliver enhanced partner value and engagement inspiring partner advocacy.
• Foster strong collaboration with the regional sales team to ensure seamless alignment between marketing and sales efforts across demand gen initiatives.
• Work closely with the Partner experience, Product Marketing and Sales teams and other key stakeholders to identify new opportunities and solutions.
• Build clear and compelling insights to help inspire and inform the business about segment strategy, tactical channel mix, optimisation opportunities and commercial outcomes.
• Analyze and understand the market and create appropriate industry and solution marketing plans.
• Lead your team and influence supporting functions to optimise multi-channel lead generation campaigns, incorporating digital marketing, content marketing, email, events, education and other relevant channels.
• Work alongside your team to plan and execute marketing activity that deliver to key KPIs.

Success looks like

• A highly measurable and accountable regional partner demand generation function.
• Improvements over initial baseline measures through strong leadership and continuous optimisation.
• Delivering high-quality Marketing Qualified Leads (MQLs), new signed Partner agreements and sales pipeline in line with targets.
• A smooth working rhythm established with Regional Marketing, Product Marketing, Customer Engagement, Education and Content Marketing.
• A motivated, engaged and high-performing regional Partner Marketing team.

Critical competencies

• Strong leadership, influencing and stakeholder management skills.
• Entrepreneurial drive, work ethic and attention to detail.
• Excellent problem solving abilities.
• Ability to prioritize in a results driven, collaborative environment.
• Outstanding written and verbal communication skills.
• Strong project management and organizational skills.
• Ability to navigate a complex, matrix organisation and structure.
• Willingness to work unconventional hours due to disparate time zones.

Experience

• 10+ years’ experience in Marketing in a high-growth environment.
• People leadership experience.
• Significant partnership and channel marketing experience.
• Experience working effectively with cross functional teams.
• Tenure in a global organisation with exposure to diverse cultures, and subsequently markets.
• Experience leading in a SaaS business a plus.

Why Xero?

Offering very generous paid leave to use however you’d like (plus statutory holidays!), dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family, life insurance, employee resource groups, 26 weeks of paid parental leave for primary caregivers, an Employee Share Plan, beautiful offices with weekly fitness and yoga classes, flexible working, career development, and many other benefits that reflect our human value, you’ll do the best work of your life at Xero.