Job description

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 improving the world of sales and business development with 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 client-facing and revenue organizations. In this role, you will focus on our Core and Emerging Markets customers, helping some of the world’s largest organizations grow their revenue through the power of the Sales Solutions offerings. You will work to establish yourself and the broader LinkedIn team as a trusted advisor to these firms, sharing insights, building business cases, developing deep relationships, and inspiring your clients to embrace new challenges and opportunities for growth. You will also work directly with multiple parts of LinkedIn’s business including Sales leadership, Customer Success, Marketing, and Insights/Analytics. Responsibilities: • Understand how LinkedIn Sales Navigator can be used by large, complex organizations, and make compelling recommendations for additional investments in LinkedIn • Build account plans for your named accounts (~12) to understand key decision makers, org charts, current investment, product utilization and new revenue opportunity • Understand where the opportunity exists in each account and coordinate a strategy for expanding the account • Inspire and coordinate across clients and internal partners to grow 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 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 working with large, complex client organizations • Practical experience in Enterprise SaaS companies and/or enterprise level consulting • BA/BS Degree or MBA degree in a related field • 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: • Selling • Executive communications • Problem-solving • Negotiating The pay range for this role is $230,000 to $350,000 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 careers.linkedin.com . Equal Opportunity Statement We seek candidates with a wide range of perspectives and backgrounds and we are 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 committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful. If you need a Reasonable Accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us and describe the specific Accommodation requested for a disability-related limitation. Fill out an Accommodation request here: app.smartsheet.com Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to: • Documents in alternate formats or read aloud to you • Having interviews in an accessible location • Being accompanied by a service dog • Having a sign language interpreter present for the interview A request for an accommodation will be responded to within three business days. However, non-disability related requests, such as following up on an application, will not receive a response. LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information. San Francisco Fair Chance Ordinance Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records. Pay Transparency Policy Statement As a federal contractor, LinkedIn follows the Pay Transparency and non-discrimination provisions described at this link: lnkd.in. Global Data Privacy Notice and Compliance Posters for Job Candidates Please use this link to access documents that provide information about how LinkedIn handles the personal data of employees and job applicants, as well as the E-Verify Participation Notice and the Department of Justice Immigrant and Employee Rights Section Right to Work posters: linkedin.com.

Requirements

Must-haves

Understand how LinkedIn Sales Navigator can be used by large, complex organizations, and make compelling recommendations for additional investments in LinkedIn
Build account plans for your named accounts (~12) to understand key decision makers, org charts, current investment, product utilization and new revenue opportunity
Understand where the opportunity exists in each account and coordinate a strategy for expanding the account
Inspire and coordinate across clients and internal partners to grow 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
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 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
7+ years experience in Enterprise Sales
5+ years of experience managing Enterprise accounts in net new and expansion environment
10+ years in quota carrying roles working with large, complex client organizations

Nice-to-haves

Practical experience in Enterprise SaaS companies and/or enterprise level consulting
BA/BS Degree or MBA degree in a related field
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

Application prep

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Keywords to mirror

Platform: smartrecruiters
Effort: medium

Benefits

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