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Strategic Account Manager

HqO

HqO

Sales & Business Development
Boston, MA, USA · New York, NY, USA
Posted on Tuesday, November 21, 2023

About HqO

HqO is connecting real estate to the people with an asset agnostic, cross-property suite of powerful applications and services that foster best-in-class, dynamic end-user experiences. HqO’s REX (Real Estate Experience) Platform assesses the health and performance of a person’s experience within a physical space while providing the necessary tools for operators to manage and optimize it, all from one central location.

HqO has been trusted to power 400 million+ square feet across 700+ properties in 32 countries, and we’re backed by some of the world’s most prominent VC and real estate companies as we continue to grow rapidly across the world.

We’re driven by our core values of LET’S GO (Learning, Excellence, Truth, Service, Goodness, Ownership) which define our culture and push us to do our best work every day. If you want to join a fast-growing, highly collaborative, and supportive team that is at the forefront of real estate transformation, we’re the company for you.

About the Role

As a Strategic Account Manager, you will be managing the company’s most strategic client relationships. You’ll have a deep understanding of the client’s business objectives, derived from in-depth account planning and mapping of the organization. The Strategic Account Manager will be responsible for supporting the client’s strategic initiatives through HqO software and services, driving value that leads to expansion, renewals, and customer satisfaction. You will be dedicated to finding additional opportunities within current client accounts by establishing lasting relationships with key decision makers.

The Strategic Account Manager will generate revenue, manage the pipeline, and execute strategies within their assigned accounts. They will ensure our largest customers successfully adopt the HqO platform and drive successful outcomes.

What you'll do

  • Act as the main point of contact and strategic partner for executive-level clients, developing strong relationships by acting as a key resource and collaborator

  • Work closely with local market teams to present offerings and build proposals for key regional stakeholders across your client’s portfolio

  • Maintain and grow revenue within strategic accounts by identifying new sales opportunities and managing them through to conclusion

  • Gain command of our corporate message, leverage data in our platform and identify strategic growth opportunities to help clients understand and grow their business

  • Post sale, act upon or develop expansion strategies that engage with, and create meaningful relationships with, senior customer stakeholders

  • Conduct well-informed and consultative meetings with senior level executives to demonstrate the business value of our product that clearly articulates our innovative products

  • Partner with other customer team members (CSM, BDR, SE) to continually map the account, ensure success is delivered and identify and close organic expansion & upsell opportunities

  • Collaborate with other departments to ensure that strategic accounts' needs are met & HqO understands what is needed to deliver on the needs of our Strategic Accounts. (Product, Marketing, Support etc)

  • Exceptional Salesforce hygiene to provide up to date and accurate ongoing forecasts. Track and report on key account performance. This includes tracking NRR, customer satisfaction, and other key Business Outcome metrics to ensure that strategic accounts are performing at their best.

  • Negotiate balanced renewals and expansions that profit our business while benefiting the client and manage the deal through legal negotiation

What you bring

  • 8+ years demonstrated track record of growing existing business or bringing in new business in high tech/SaaS or Real Estate environment is a must

  • Consistent and proven delivery of attaining quota targets and expert pipeline management

  • Well versed in value based solution selling

  • Passionate about forecast accuracy and dedicated follow up skills that allow nothing to fall through the cracks

  • Being extremely well-versed in commercial real estate is a plus

  • Great presentation skills along with high confidence in engaging with decision makers

  • Powerful communication and interpersonal skills. Highly articulate via phone, email and in person is a differentiator.

  • Adopt a positive and engaged approach to working collaboratively with internal colleagues and external partners

  • Inspired by working in a constantly changing and evolving work environment where growth is non-stop