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.
We are looking for a Relationship Manager for our SMB Customers to join our team in contributing to successful client relationships for LinkedIn Sales Navigator product.
You will be responsible for making sure that clients renew their contracts with LinkedIn Sales Solutions’ products and services. You will focus on a portfolio of client accounts to ensure there is engagement in products through discovery and training and ultimately guarantee the investment made in LinkedIn Sales Navigator best meets the clients’ needs.
Responsibilities:
- Managing 100+ existing SMB customer portfolios managing the ANZ and Asia markets, working within their respective time zones.
- Adhering to SMB Customer Engagement playbook to ensure 100% Client Coverage every month [via Customer Meetings, Online meetings etc.]
- Customer Playbook includes Customer Demo, Refreshers Training, Onboarding, Conducting Quarterly Business Reviews, Addressing their technical and admin issues
- Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to drive renewal to on-time closure
- Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail
- Leads with Solutions, not products, when making recommendations aligned to Customer objectives
- Identifying Churn Risk accounts and proactively preparing Churn Mitigation plan to save or minimize churn, by linking customer challenges with product value
- Identifying top growth accounts, engaging with them on various platforms to build meaningful relationships
- Think commercially and apply business acumen when crafting & negotiating commercial agreements
- Uses data and insights to support investment recommendations or overcome customer objections
- Religiously maintaining CRM Call Logs, Updating Activities
- Building an active pipeline based on growth opportunities
- Preparing quarterly Territory Account Plan (TAP) due to changing market dynamics
- Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
- Follows best practices when using CRM and other Sales tools to manage the Sales and Buyer cycles
Basic Qualifications:
Preferred Qualifications:
- Solution selling
- Experience with SaaS opportunities and Salesforce.com platform
- Experience selling IT solutions
- Ability to multithread and sell to different business stakeholders
- Experience in selling SaaS solutions
- Excellent communication, negotiation and forecasting skills
- Experience in handling CRM
- Demonstrate ability in managing CXO relationships and large enterprise accounts
- Strong negotiation and accurate forecasting skills
- Demonstrated ability to find, manage and close high-level business in an evangelist sales environment
- Ability to assess business opportunities and use data to inform decision making and persuade others
- Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors.
Suggested Skills:
- Executive Presence
- Understanding Customer Business Objectives
- Forecasting
- Negotiation skills
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