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We’re looking for a Manager, Customer Sales, Agencies to develop, lead and grow the Agency vertical at Hootsuite. Reporting to the Vice President, Customer Sales you will manage a team of Customer Account Executives dedicated to the healthy acquisition, growth and renewal of Hootsuite’s highest value agency customers. You will be responsible for helping to inform and develop the future of agency strategy at Hootsuite. As a Manager, you will help build alignment across the Revenue Organization, partnering and making decisions with cross-functional leaders to support Customer Account Executives in building long term partnerships with our customers.

WHAT YOU’LL DO:

• Build, manage, and actively coach a high performing team of professionals focused on net new sales, expansion sales and renewals of some of the world’s largest agencies (ie advertising, branding, creative, digital, marketing, public relations, communications, media & professional services)
• Provide coaching to the team in the areas of executing effective selling processes like (but not limited to) discovery, uncovering business value, story telling, pitching, negotiating and closing renewal and expansion opportunities
• Oversee, guide and give feedback on the strategic books of business planning for your individual team members (~$10M teamwide under management)
• Demonstrate an expert level knowledge of the marketing and professional services agency vertical; inclusive of demonstrating a deep network of existing agency contacts you already possess
• Demonstrate a deep level of care and commitment to the team’s career aspirations and development, actively reviewing Gong, and other data systems, and utilize them in your coaching sessions to create and deliver both data driven and qualitative feedback
• Drive the appropriate engagement strategy through the team, based on both size and complexity of each account in the book to seed and win upsell opportunities
• Leverage in-depth industry knowledge and product expertise to coach and support your team in seeding, creating, managing and closing expansion deals and securing renewal opportunities
• Leverage in-depth industry knowledge and contacts to help develop the future of Hootsuite’s agency strategy
• Actively support and regularly coach the team in preparing and delivering formal strategic business reviews, hosting business impact conversations, value-led conversations, Product Roadmaps, mutual action plans and social media thought leadership.
• Develop, implement, monitor, track, and report on project plans, schedules, and timelines; and deliver consistently accurate forecasts to the business within a given reporting period
• Manage the execution of the regional and global Customer Sales strategies by proactively eliciting ideas, perspectives, and experience across a diverse group of stakeholders
• Collaborate with internal stakeholders, like PreSales leadership, Customer Success, Legal, Professional Services leadership and others in order to identify expansion opportunities and strategies, as well as optimize the renewal experience for Customers.
• Monitor and track the health of the sales pipeline; identify and operationalize opportunities for improvement.
• Learn and Master the Value Selling Framework and weave it into our existing weekly Revenue Management Framework
• Demonstrate agility by performing other related duties as assigned.

WHAT YOU’LL NEED:

• 8-12 years of solution sales experience selling big data, social listening or SaaS applications to Agencies/Public Relation & Communication firms
• 2+ years as a sales leader of a successful team in a B2B setting, working with clients potentially in a variety of industries; ideally in the agency vertical
• Business to Business Sales and Sales Leadership experience - Experience working through complex procurement environments and problem solving.
• Proven track record as a sales leader of overseeing and winning a pipeline of >$40K ARR expansion or net new opportunities
• +/- 5% accuracy of weekly/quarterly forecast of your business using a proven methodology.
• Strong sense of what Customers value and how to challenge thinking to help our Customers develop further their understanding of why Hootsuite should be a solution they consider.
• Negotiation: Successfully obtains commitment to a solution or idea, while maintaining integrity and relationships.
• Contracts and Legal: You have a strong working knowledge and capability in the Software as a Service business.
• Collaboration and Teamwork: Works with others to deliver results, meaningfully contributing to the team and prioritizing group needs over individual needs.
• 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.
• Interpersonal Savvy: Relates openly and comfortably with diverse groups of people.
• Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding.
• Perseverance: Pursues everything with energy, drive, and a need to finish—doesn’t give up.Inclusive Leadership: Builds inclusive, cohesive teams which apply diversity to achieve common goals
• Play to Win: Capably delivers results through others, is good at establishing clear direction, helping others achieve their best work
• Long Range Planning: Identifies key issues and relationships relevant to achieving a long-range goal or vision; Builds an integrated plan for course of action to accomplish this vision
• Enablement: Challenges and supports others to create results but also develop new capabilities. Successfully develops the capacity and capability of team and individuals on the team

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.