Regional Account 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, our approach to flexible work is centred on trust and optimised 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.

We are looking for a Regional Account Manager to join our LinkedIn Sales Solutions (LSS) Global Client Director team focused on growing and maintaining relationships and driving revenue growth with our most valuable strategic accounts. You will be responsible for creating and delivering value to our customers who have made significant investments in Sales Navigator as part of their growth strategies. You will be the customer facing sales representative and play a key role in the global account strategy of your region with a high level of collaboration with the global account team.

Responsibilities

• Meet consistently with the Global Client Director of your named accounts to align on account goals, strategies and tactics for growth
• Build account and territory plans that align with global strategy and identify key decision makers, regional approach, buying processes, current investment, product utilisation and new revenue opportunities
• On a weekly basis, plan out your activities and meetings to ensure you are focused on your largest opportunities
• Execute a tailored value-based strategy for building strong partnerships with the most strategic group of customers for our business line 
• Exhibit business acumen and strategic thinking on a high level, ability to go deep into an account in alignment with their global strategy
• Provide high quality customer engagement activities including quarterly business reviews and ROI conversations
• Proactively grow the account off cycle by selling new solutions, add-ons and renewals
• Conduct detailed discovery and needs analysis with both decision makers and end users to recommend the right solution
• Establish a trusted relationship with your accounts by providing high quality customer engagement activities with the solutions they invested in
• Build custom presentations and demonstrations based on unique customer needs
• Be open, collaborative and customer focused in all communications and transactions with colleagues and clients
• Negotiate and close all orders with the larger LinkedIn investment in mind and provide post contract support to ensure product delivery and satisfaction
• Use Salesforce.com every day for tracking activities and, most importantly, forecasting
• Coordinate and delegate a cross-functional team of subject matter experts (trainers, consultants, analysts) to support your accounts
• Maintain ongoing communication with the Global Client Director to keep them updated on new opportunities
• Share your successful selling strategies and lessons learned with your team

Qualifications

Basic Qualifications 

• 8+ years of experience in a quota-carrying sales role
• 8+ years of experience in sales for SaaS solutions, CRM platforms or software platform solution

Preferred Qualifications

• Experience selling to EVPs, CXOs and end-users (in the same sales cycle) in both individual and team sales environments
• Experience closing new business and managing existing accounts
• Proven success in selling a brand new, disruptive technology
• Excellent communication and teamwork skills
• Demonstrated ability to generate a plan to ensure deep penetration into global accounts 

Suggested Skills 

• Collaboration
• Communication
• Forecasting

Additional Information

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