At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both work from home and commute to a LinkedIn office, depending on what’s best for you and when it is important for your team to be together.
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, you are the go-to business sponsor at LinkedIn Sales Solutions to some of the world’s most important and complex companies and use your strategic selling skills to consult and educate prospective buyers on the benefits and value of these platforms for their sales, sales operations, sales enablement, IT, and marketing departments. You will serve as their trusted advisors, share insights, build business cases, develop deep relationships, and seek opportunities for growth to make your customers as inspired, delighted, and successful as possible. You will also work directly with multiple parts of LinkedIn’s business: Operations, Marketing, Support, Consulting, Analytics, etc. And, you will see a clear impact you’re making in our product, the business, and LinkedIn as a company.
Responsibilities:
Understand how Sales Navigator and Sales Insights 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
Inspire, 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 the CRM 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:
7+ years experience in Enterprise Sales
5+ years of experience managing Enterprise accounts in net new and expansion environment
Preferred Qualifications:
10+ years in quota carrying roles selling Enterprise SaaS solutions, CRM platforms, or software product solutions, or complex solutions
BA/BS Degree or equivalent practical experience in Sales
MBA degree in a related field
Passion for social selling and LinkedIn
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
Suggested Skills:
Program Management
Project Management
Problem-solving
LinkedIn is committed to fair and equitable compensation practices.
The pay range for this role is $203,000 - $310,000 USD OTE. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor.
The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans. For more information, visit https://careers.linkedin.com/benefits.
Equal Opportunity Statement
LinkedIn is committed to diversity in its workforce and is proud to be an equal opportunity employer. LinkedIn considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. LinkedIn is an Affirmative Action and Equal Opportunity Employer as described in our equal opportunity statement here: EEO Statement_2020 - Signed.pdf.
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https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf for more information.
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