Senior Enterprise Account Manager

Summary

Join Hootsuite as a Senior Enterprise Account Manager and cultivate strong relationships with key agency clients. You will be responsible for driving renewals, expansions, and upselling opportunities. Leverage your agency experience and expertise in Hootsuite's products to provide strategic insights and recommendations. Collaborate with internal teams to achieve successful outcomes and contribute to operational improvements. This role offers a flexible work arrangement, allowing for remote work or a hybrid model, and is open to applicants in Canada or the United States. You will report to the Manager, Customer Success. The role involves managing a portfolio of strategic agency clients, building relationships, and driving revenue growth.

Requirements

• Senior level account management and sales experience, preferably in the technology (SaaS) industry and preferably with Agencies
• Proven success managing 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 or portfolio management; experience developing account plans with a mix of tactics
• Experience using sales tools such as SFDC, Gong, Sales Navigator, and 6Sense Gainsight
• 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 success negotiating and building consensus with multiple stakeholders within complex B2B environments
• Familiarity with SaaS contracts, contract terms and experience working 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 complex problems. Looks beyond the obvious to understand the root cause of problems
• Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects

Responsibilities

• Build and nurture influential relationships with strategic Agency customers for a book of business, anticipate questions and provide relevant insights and proactively reach out to improve adoption, and give recommendations on tactics to enhance social presence/ social listening for our customers
• Expand value-based relationships with key current agency POCs across holding company networks and large strategic independent agencies with the goal of securing introductions to additional internal buyers for cross-sell opportunities
• Proactively lead the post-sale relationship, including multithreaded customer engagements and leading negotiations to drive successful renewal and expansion outcomes
• In collaboration with your manager, develop and utilize creative and strategic thinking in order to resolve complex issues and identify win-win renewal outcomes
• Provide recommendations to improve our operational processes through on-the-job learning
• Develop and maintain rolling forecasts including monitoring account data health and anticipating risks and/or objections; working proactively with your manager and other stakeholder groups to mitigate risk and develop renewal. strategies; recording calls and ensuring our internal customer database is up to date with robust details to further support forecast accuracy
• Act as a trusted advisor throughout the customer lifecycle, building multi-threaded relationships, and leveraging your in-depth knowledge of product fit while tailoring the renewal strategy to meet customers’ unique needs
• Identify and pursue account upsell and cross-sell opportunities throughout the customer relationship while partnering with Account Executives within the Agency Sales team
• Engage and meet regularly with customers to deliver value and business impact, educating them on the Hootsuite/Talkwalker agency value proposition and introducing new solutions
• Evaluate customer needs and advocate internally as the voice of our clients on product strategy, feature development, and pricing decisions
• Identify product and process gaps and issues and suggest potential solutions
• Conduct Strategic Business Reviews (SBR) on a regular basis to discuss accomplishments, opportunities, and account growth and to identify areas of improvement
• Leverage a deep understanding of contract terms and processes in order to positively influence the renewal process and ensure a seamless customer experience
• Summarize clients' feedback to management and relevant internal stakeholders, identifying key themes and potential root causes
• Provide regular updates to leadership on weekly forecast numbers and trends
• Log feature requests and update customer account notes in Salesforce. Identify and escalate potential account risks, and support the team with SFDC hygiene
• Collaborate with Professional Services where applicable
• Perform other related duties as assigned

Preferred Qualifications

• 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

Benefits

• Flexible work arrangement allows for remote work or a hybrid model
• Variable Pay . You will be eligible to participate in Hootsuite’s Sales Compensation Program