Head of Accounting Channel

We are building out a new growth channel (Accounting channel) where we will combine new strategy, new products, CVP & GTM specifically for the Channel. We are launching a new client platform and new products for SMBs and Accountants will be a both users and referrers of the new platform. The role will help us identify and drive new business opportunities, grow our existing Accountant portfolio, and oversee day-to-day management of the segment. customer outcomes for the A&NZ market and will be an industry thought leader and represent OFX and the business externally.

What you do

• Responsibility for building and growing the accounting channel as a standalone growth channel for SMBs. Own the creation and execution of the growth strategy, including a new GTM strategy for the channel.
• Provide management support and direct oversight to the local team of BDMs and relationship managers in the channel. Build a team that can work alongside Accountants to drive acquisition through the Accountant’s client base.
• Direct revenue responsibility. Drive performance across several qualitative and quantitative metrics (Profit – Revenue, Cost, New Dealing Clients, Active Clients, Product Penetration, portfolio growth)
• External focus, and market development. Leverage channel expertise and networks for business development. Experience with selling SaaS based solutions into accounting channel. Able to lead by example with sales team in business development opportunities. Able to build and establish an external Accountant Advisory Council.
• Able to manage sales cycle, sales pipeline, and sales operating rhythm specifically for partnerships.
• Strong relationship management abilities, proficient in developing strong relationships with key business partners. Understands the importance of managing key accounts.
• Works closely with Product and other key stakeholders to provide feedback and ideas to continuously improve on the CVP and processes for the target market.
• Recruit, retain and develop a high performing team. Develop talent both leadership and technical and be an exporter of talent.
• Strong stakeholder manager for the A&NZ based team across the organisation. Be a strong influencer across the business and foster an action and results orientated environment.
• Strong communicator, able to engage teams with clarity and conviction. Able to break down complexity and articulate in a simple way.
• Prepare inputs to SLT, GET and Board meetings as and when required.

Requirements

• Bachelor of Business / Finance / Accounting or other related discipline
• CA or CPA – qualified preferable, but not essential.

Knowledge, skills, experience

• 5+ years relevant experience in Payments and having experience selling SaaS solutions into accounting professional services channel.
• Strong business development and relationship management skills.
• Highly networked in industry, has ability to be thought leader and capable of representing OFX externally in the market.
• Strong strategically, ability to develop channel strategies for the target market.
• Extensive understanding of OFX product offering and value propositions – particularly SaaS products, understanding of account payable and billings processes.
• Strong evidence of managing multiple stakeholders (both internally and externally) to deliver effective business outcomes.
• 5+ years’ experience in leading sales/relationship management teams and coaching and developing staff.
• Strong sales management skills, experience with sales systems and tools.
• Excellent written and verbal communication skills.
• Ability to work unsupervised with a high level of self-motivation. Ability to work well under pressure and able to handle competing priorities.
• Have led significant business transformation.