Who You Are

Justworks’ Partnerships organization is responsible for driving revenue growth through channel partnerships. The Sr. Manager, Accountant Partnerships will develop and execute strategies for how best to acquire and develop new partnerships with accountants, bookkeepers, outsourced CFO’s, and other related financial advisors for small-businesses. They will be responsible for developing strategic relationships with key partner stakeholders, developing joint go-to-market strategies and goals, enabling partners for success, and delivering on commitments. The Sr. Manager will be hands-on in personally executing and refining the Accountant partner strategy while also building and training their new team. This is a quota-carrying role within the sales organization reporting to the Director, Partnerships & Business Development. 

Your Success Profile

What You Will Work On

• Develop and oversee the channel strategy across our ecosystem of accountant partners nationwide.
• Manage the accountant channels program P&L and conduct thorough research on competitor partner programs to benchmark incentives.
• Innovate ways to deliver non-monetary value back to accounting partners and measure the success of these initiatives through KPI analysis, prioritizing strategies that yield the highest value.
• Manage and mentor Channel Managers, directing their focus and efforts to maximize the program’s impact.
• Coordinate with partners, setting up meetings and conducting Quarterly Business Reviews (QBRs) to strengthen relationships and explore new collaborative opportunities.
• Achieve individual and team quarterly revenue targets by proactively sourcing referral business and nurturing partner engagements.
• Build relationships within the sales team and collaborate cross-functionally with finance, marketing, customer service, and business operations to enhance partnership outcomes.
• Travel to other US cities to expand the partner channel into multiple markets, adhering to safety guidelines as necessary.
• Improve reporting structures, data integrity, and processes essential for scaling accountant channels efficiently.

How You Will Do Your Work

As a Senior Manager, Accountant Partnerships, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:

• Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.
• Detail-Oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.
• Foundational Sales Knowledge - Utilize expert knowledge of sales processes (prospecting, engaging, negotiating) and in-depth understanding of the market and trends to drive exchanges of value effectively.
• Results-Driven - Remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results.
• Clear Communication - Express ideas clearly and engage effectively at all levels using both oral and written communication skills; listen well to synthesize feedback and understand partner needs.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You’re willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you’ll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. 
• Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

Qualifications

• A self-starter who thrives in a fast-moving, dynamic environment where no two days are alike
• 7-8 years of experience in a quota-carrying role within business development, partnerships, or enterprise sales.
• Proven capability in networking with and/or selling into the accounting community; prior experience here is highly advantageous.
• Some managerial experience is preferred, showcasing the ability to lead and direct team efforts effectively.
• Demonstrated track record of building robust business relationships and executing complex partnership agreements. 
• Proficiency in Salesforce or similar CRM systems; knowledge of Tableau and other analytical tools is a plus.
• Exceptional communication, interpersonal, and emotional intelligence skills, with a strong ability to negotiate and persuade.
• Extensive knowledge of building lasting relationships, startup go-getter  who isn’t afraid to roll their sleeves up doing event planning, marketing, sales operations, whatever is necessary
• A well-connected individual within the accounting community is preferable but not required.

The base wage range for this position based in our New York City Office is targeted at $155,500.00 to $178,825.00 per year.

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