Strategic Account Manager
1 week ago
We're looking for a Strategic Account Manager to partner with Hootsuite's most strategic and highest-value customers. In this role you will effectively drive sales by ensuring your customers are building long term partnerships with Hootsuite through strategic, multi year deals. With your deep sales knowledge and experience, you will build on existing relationships, source and cultivate new relationships, and gain a deep understanding of their goals on social media, while building, qualifying, managing, and controlling a sales pipeline of opportunities within your verticalized book of business and help us ensure the investment made in Hootsuite best meets the customer's needs.
**WHAT YOU'LL DO**:
- Effectively manage a portfolio of Hootsuite's most strategic and highest-value customer accounts with the goal of long term partnership, driving expansion and growing contract value by crafting solutions that generate business value and impact
- Develop and execute strategies to drive (NRR) revenue growth for your complex Book of Business and drive new revenue growth in named accounts (outbound sales).
- Accurately forecast sales activity and revenue attainment through disciplined use of sales tools, ensuring alignment to a weekly, monthly, and quarterly business cadences, with the goal of meeting and exceeding revenue targets while generating a strong pipeline of net-new and up-sell/cross-sell opportunities.
- Actively participate in our "Revenue Management Framework" - a structured and consistent set of activities that drives operational excellence and high performance.
- Collaborate with cross-functional teams (e.g. customer success, sales, marketing, product, executive leadership) to develop deal strategies to convert pipeline into customer wins.
- Partner with Customer Success Managers by supporting core customer engagements: onboarding, mutual account plans, business reviews, and value-led conversations.
- Build trusted and value-based relationships with existing and prospective customers to uncover expansion opportunities by providing thought leadership on the impact of social media and a partnership with Hootsuite can have on their long term corporate strategy.
- Manage and influence key stakeholders to build consensus among multiple geographies and cross functional decision makers and influencers in a single company; negotiating and closing with a variety of senior executives
- Lead through learning; review and assess recorded customer calls, proactively requesting feedback for growth and sharing key learnings with the team
- Learn and execute the ValueSelling Framework©.
- Lead early-stage basic product demos with customers.
- Complete and submit request for proposals (RFP) when necessary.
- Ensure compliance with all company policies and procedures related to customer account management, including data security and privacy regulations.
- Act as an internal resource and mentor for Senior Account Managers, and Customer Account Managers, sharing best practices, market resources and other key strategies to enhance Hootsuite's overall capacity to renew and expand
- Perform other related duties as required
**WHAT YOU'LL NEED**:
- 8-10 years of account management and sales experience, preferably in the technology (SaaS) industry
- Proven success managing and growing an enterprise customer portfolio; demonstrated ability to manage a high volume of opportunities while leveraging data-driven insights within the customer journey and sales process.
- Proven record of consistent quota attainment with relevant experience in developing account plans with a mix of tactics.
- Experience using sales tools such as SFDC, Gong, Sales Navigator, ZoomInfo, and 6Sense.
- Belief in ValueSelling, with a strong sense of what customers value and how to challenge them to develop a deeper understanding of how Hootsuite delivers impact and ROI.
- Proven ability to successfully collaborate and build trust based relationships with teams such as Presales, Customer Success, Executive Leadership, etc throughout the sales process.
- Proven success negotiating and building consensus with multiple stakeholders within complex B2B environments and experience engaging and transacting with senior level executives
- Proven success working with SaaS contracts, complex terms and working closely with legal and procurement teams.
- Accountability: holds self and others accountable to meet commitments
- Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results
- Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
- Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships
- Perseverance: pursues everything with energy, drive, and a need to finish—doesn't give up
- Problem-Solving: uses an organized and logical approach to find solutions to comple
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