Company Description
LinkedIn is the world’s largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We’re also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that’s built on trust, care, inclusion, and fun – where everyone can succeed.
Join us to transform the way the world works.
Job Description
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
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
- 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.
Additional Information
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.
Please reference the following information for more information: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf and
https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf for more information.
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 at accommodations@linkedin.com and describe the specific accommodation requested for a disability-related limitation.
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: https://lnkd.in/paytransparency.
Global Data Privacy Notice for Job Candidates
Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.
