Key Accounts Manager, Sales Solutions

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