Job Description

This role will be based in New York City, Chicago, or San Francisco. 

At LinkedIn, our approach to flexible work is centered on trust and optimized for culture, connection, clarity and the evolving needs of our business. The work location of this role is hybrid, meaning it will be performed both from home and from a LinkedIn office on select days, as determined by the business needs of the team. 

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

Qualifications

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
• Experience in the financial services industry 
• 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 OTE. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations. The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans.

For additional information, visit:  https://careers.linkedin.com/benefits.