Job description
We’re looking for a Strategic Account Executive, Enterprise Sales to help us develop and close new business with large enterprise customers within our landmark industries. As an expert sales professional, you’ll represent Hootsuite at the external events and provide functional leadership to the internal sales teams. You will work in a fast paced sales environment selling Hootsuite solutions to prospective customers. You will manage inbound lead generation for enterprise customers, as well as strategically identify and pursue outbound leads, helping our prospective enterprise customers choose Hootsuite as their Social Media Management partner. This is a hybrid role and is open to applicants located within commuting distance of Talkwalker’s Tokyo office. In this role, you will report to the Managing Director, Japan.
WHAT YOU’LL DO:
- Expertly acquire large, complex enterprise customers within our landmark and non-landmark industries in order to achieve individual quota targets. Strategically manage enterprise leads as well as execute proactive, strategic outbound efforts to create new customer awareness and generate net new large enterprise pipelines.
- Identify, develop and execute industry-specific new business sales and account strategy in larger organizations with multiple buying personas, in order to achieve/exceed quota targets. Consistently deliver accurate sales forecasts to business leaders.
- Lead longer end to end sales cycles from value creation to negotiation and closing, understanding business issues, continuously uncovering opportunity and presenting Hootsuite’s solutions to C-suite prospective customers, focused on building long term business relationships. Create a world class experience for the potential customer.
- Develop provocative business cases impacting customers’ long term business goals and strategic priorities. Lead and resource/manage very large company evaluations and considerations of Hootsuite solutions by customers with multiple locations/regions, significant budgets and business cases connected to our core use cases. Evaluate and oversee complex and detailed RFI’s/ RFP/s, Security and Privacy agreements and manage the proposal process.
- Partner with Sales Development Representatives to plan an approach to your accounts and work together to build an outbound pipeline.
- Influence key internal and external stakeholders to win key net new opportunities by building consensus among multiple cross functional decision makers and influencers in a single company; negotiating and closing with a variety of senior executives. Lead complex strategic engagements and product demos with Hootsuite’s highest potential enterprise clients with the goal of seeding and winning significant pipeline.
- Direct teams at Hootsuite and with the prospective customers to assure the review and evaluation and solution design and implementation is a success, through expertly quarterbacking internal pre & post sales teams through the sales cycle, anticipating and mitigating roadblocks, and ensuring internal executive leaders are informed of progress and forecast.
- Based on regional needs, craft and generate expansion strategies for existing customers; present the value of our solutions to all levels of prospective customers; look for opportunities to adopt additional products and introduce sales team members to additional internal buyers for cross-sell opportunities.
- Lead the internal transition of the customer to Hootsuite’s customer team following the close of the customer sale to ensure a smooth transition and customer experience.
- Travel to see prospects and deliver presentations to stakeholders and executive level leaders; coordinate and oversee these presentations and workshops
- As a trusted delegate and seasoned sales professional, represent Hootsuite at external customer, industry and networking events.
- Be a go-to resource for sales management, providing functional leadership and expertise to the team, enhancing Hootsuite’s overall capacity to grow. Support with quarterly sales planning, forecasting meetings and key exec updates as required.
- Perform other related duties as required.
WHAT YOU’LL NEED:
- 8+ years of B2B sales experience, including 2+ years selling to enterprise customers (experience in software considered an asset); proven ability to achieve or exceed assigned quotas.
- Ability to focus on client business value, return on investment, and customer solutions (not features-focused selling). Demonstrated strategic mindset towards deals and the ability to convey a big picture vision to the customer.
- Experience crafting sales plans for your vertical/territory and building/executing on your account/territory plans.
- Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
- Commitment to Results: Consistently achieving results, demonstrating high performance and challenging self and others to deliver results.
- 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.
- Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
- Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.
WHO YOU ARE:
- Solution seeker: You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
- Lifelong learner: You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
- Resilient adapter: In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
- Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
- Critical challenger: You have the trust in your team to ask difficult questions in order to get to the best end result.
- Active communicator: You listen actively and communicate ideas and information clearly, inclusively, and proactively.
- Integrated thinker: You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
- Accountable owner: You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
- Bar-raiser: You step up to help your team grow and succeed, even when that means going beyond what might be expected.
In all we do, our six guiding principles light the way:
Step Up: Dare to go beyond the expected to achieve greatness. #StepUp
One Team: Make Hootsuite a place we soar together by respecting each other’s individuality, building trust, and showing up for the team. #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.
