Account Manager

We’re looking for an Account Manager to effectively manage a portfolio of Hootsuite customers and work with them to build long term partnerships with Hootsuite. Using your proven Account Management skills, you will partner strategically with our current customers to build on existing relationships, grow their accounts, deliver customer value and find potential upsell/ cross sell opportunities within your book of business. You will help us ensure full customer engagement in products through discovery, training and ultimately guaranteeing the investment made in Hootsuite best meets the customer’ needs. While based in Hootsuite’s Hasselt office (post COVID-19), you will report to the Senior Manager, Sales.

WHAT YOU’LL DO:

• Drive an increase in annual recurring revenue of our customers by successfully engaging with existing accounts; educate them on Hootsuite’s value proposition, introduce new solutions that will foster long term partnership
• Recommend and sell relevant Hootsuite solutions, including partner products. Present relevant products that support customers’ unique business challenges
• Craft renewal and upsell/ cross sell sales strategies for your assigned vertical/territory; build/execute on your account plans/territory plans; generate a pipeline of upsell/ add on opportunities with existing customers
• Effectively navigate the complete renewal sales cycles including presenting the value of our solutions to all levels of prospective customers, including C-Level executives and the internal operational processes
• Lean on internal subject matter experts to provide customer value from the prospecting stage all the way to post-sale product adoption
• Liaise with internal sales and support teams to build business cases, demonstrate ROI and provide other insights to facilitate buy-in with customers for future growth
• Educate customers on the value of Hootsuite products by providing insightful and relevant market trends and opportunities
• Perform other related duties as required

WHAT YOU’LL NEED:

• Considerable B2B outbound sales experience (experience in software considered an asset)
• Proven ability to prospect with a thorough process, assess customer challenges, align solutions and read prospective buyers
• Demonstrated ability to predictably forecast, leverage data driven insights in decision making within the sales process and simultaneously manage a high volume of opportunities and transactions
• Proven ability to successfully collaborate and build trust based relationships with teams such as Presales, Customer Success, Executive Leadership, etc throughout the sales process
• Demonstrated experience working with senior executives and their teams, and building consensus at speed among multiple, cross-functional decision makers and influencers in a company
• Experience using sales tools such as SFDC, Sales Navigator, 6Sense
• Exposure to a line of business such as Marketing, Sales, Finance where you have learned and applied direct knowledge of business challenges issues to your solution.
• Proven record of consistent quota attainment and can share experiences of developing business plans with a mix of tactics.
• Excellent communication and presentation skills (phone, video, email)
• Adaptable and able to manage through a fast paced, constantly changing environment
• Commitment to Results: consistently achieving results, demonstrating high performance, and challenging self and others to deliver results
• Business Acumen: Focus on business value vs. features/products selling
• Customer Focus: demonstrates a desire to proactively help and serve internal/external customers meet their needs
• 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

WHO YOU ARE:

• Tenacious. You are determined to succeed, and you are motivated by the success of customers, colleagues and the community.
• Curious. You are always learning and seeking ways to make things better.
• Conscientious. You keep your promises, taking your commitments to others seriously, and you have strong integrity.
• Humble. You lead with humility and empathy, respecting and learning from the perspectives of others.

In all we do, our six guiding principles light the way:

Step Up: Show the world what it looks like to live and work by these guiding principles. #StepUp

One Team:Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best work without compromising who they are. #OneTeam #FreeToBeMe

Customer Obsessed:Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile:Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win:Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies:Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

#LI-AS1