KEY ACCOUNT MANAGER
LinkedIn was built to help professionals achieve more in their careers,
and every day millions of people use our products to make connections,
discover opportunities and gain insights. Our global reach means we get
to make a direct impact on the world’s workforce in ways no other
company can. We’re much more than a digital resume – we transform lives
through innovative products and technology.
Searching for your dream job? At LinkedIn, we strive to help our
employees find passion and purpose. Join us in changing the way the
world works.
LinkedIn’s Sales Solutions team is dedicated to changing the world of
sales through the use of Sales Navigator, our flagship product that
connects and builds mutually beneficial relationships between buyers and
sellers.
As a Key Account Manager at LinkedIn Sales Solutions, you are the go-to
business sponsor at LinkedIn to some of the world’s most important
companies. You will use your strategic social selling skills to educate
prospective customers on the benefits and value of Sales Navigator. You
will serve as a trusted adviser, share insights and continually seek
opportunities for growth to make your key customers as strong and
successful as possible. You'll gain cross-functional experience working
with multiple parts of LinkedIn’s business: Operations, Marketing,
Support, Consulting, Analytics, etc. And, you'll see a clear impact
you’re making in our business and LinkedIn as a company.
RESPONSIBILITIES:
- Understand how Sales Navigator can be used by our customers and make
compelling recommendations for additional investments in LinkedIn
- Build account plans for your named accounts (~10) to understand key
decision makers, org charts, current investment, product utilization
and new revenue opportunity
- Understand where the regional opportunity exists in each account and
work closely with your Relationship Manager to coordinate a strategy
for expanding the account
- Coordinate and delegate a cross-functional team of subject matter
experts and other sales professionals to support your accounts
- Plan out your activities and meetings to ensure you are focused on
your largest opportunities
- Build and deliver product ROI analysis to your key clients with
support from cross-functional teams
- Run a quarterly business review with all your key clients to
understand their key company initiatives, review product
utilization, provide key updates on LinkedIn and our expanding
portfolio of solutions, and sell solutions that will address key
corporate initiatives
- Grow the revenue from the named accounts by 50-100%, through upsell
on renewals and by identifying and closing new multi-million dollar
business/product contracts
- Use Salesforce.com every day for tracking activities and, most
importantly, forecasting
- Communicate with the Executive and the Product team about what you
are hearing from the market and, when appropriate, push the
organization to think about what we need to develop to stay
competitive
BASIC QUALIFICATIONS:
- BA/BS Degree or equivalent practical experience in Sales
- 7+ years experience in Enterprise Sales
- 5+ years of experience managing Enterprise accounts in net new and
expansion environment
PREFERRED QUALIFICATIONS:
- Passion for social selling and LinkedIn
- MBA degree in a related field
- 10+ years in quota carrying roles selling Enterprise SaaS solutions,
CRM platforms, or software product solutions, or complex solutions
- Successful track record of reaching and/or exceeding goals
- Proven experience managing both directly and indirectly through
influence and alignment
- Experience working in high-growth, performance focused environments
- Demonstrated ability to develop and execute on account strategy
plans, structure complex deals, manage multiple strategic
partnerships and develop business to support growth
- Proven track record of exceeding quota and sales targets in a
high-growth/fast paced environment
- Experience selling, presenting to and influencing EVPs, C-Level
clients and end-users (in the same sales cycle) in both individual
and team sale environments
- Superior strategic and analytical and negotiating skills and ability
to present complex topics in a way that is simple and easy to
understand
- Experience managing large, complex accounts in net new and renewal
environment
- Proven success in selling brand new, disruptive technology
- Excellent written and verbal communication skills