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Hootsuite is seeking a Strategic Account Manager to serve as the lead commercial partner for high-value and high-complexity accounts in the Tokyo region. This hybrid role reports to the VP of Sales for Emerging Markets and demands innovative, strategic thinking to resolve complex retention challenges and independently drive significant contract growth.
In this position, you will operate as a thought leader, proactively influencing senior and executive stakeholders (VP-level and above) to secure long-term, multi-product partnerships across Hootsuite's portfolio. Key responsibilities include:
• Lead the end-to-end renewal process for high-value accounts, developing creative and strategic solutions to overcome complex commercial and relationship issues and achieve win-win outcomes.
• Consistently identify and close out-of-cycle expansion opportunities to significantly increase Annual Contract Value (ACV), leveraging deep understanding of customer corporate strategy.
• Build trusted, value-based relationships with VP and Executive-level contacts, delivering impactful narratives that align Hootsuite's platform capabilities to their long-term strategic goals.
• Act as an internal subject matter expert, sharing best practices and driving continuous improvements to renewal strategy, playbooks, and operational processes across the Account Management team.
• Maintain rigorous rolling forecasts with impeccable Salesforce hygiene, presenting key trends and risk mitigation strategies to leadership regularly.
• Expertly manage complex contract negotiations and build consensus among multiple geographic and cross-functional decision-makers to close deals with complex terms and multi-step validation processes.
You will be expected to demonstrate accountability, commitment to results, influence, negotiation skills, perseverance, problem-solving ability, and resilience in the face of change and ambiguity. The ideal candidate is a solution seeker with a growth mindset, a resilient adapter, intentional collaborator, critical challenger, active communicator, integrated thinker, accountable owner, and bar-raiser who steps up to help the team grow and succeed.
REQUIREMENTS:
• Extensive experience in account management and sales in the SaaS technology industry, focused on large enterprise or strategic accounts.
• Proven success managing a portfolio with transactions in the $100K - $250K+ range.
• Expertise in identifying, coordinating, and influencing external buying teams who utilize complex, multi-step validation and purchasing processes.
• Proven ability to successfully engage and transact with senior and executive-level contacts (VP-level and above).
• Expertise in ValueSelling and practical experience or certification with at least one other professional sales methodology (e.g., Challenger, Solution Selling).
• Demonstrated experience working with complex SaaS contracts and deep familiarity with legal and procurement processes.
