Key Account Director, Core & Emerging Markets - LinkedIn Sales Solutions

LinkedIn•New York, NY

3d•Hybrid

About The Position

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.

Requirements

7+ years experience in Enterprise Sales
5+ years of experience managing Enterprise accounts in net new and expansion environment
BA/BS Degree or MBA degree in a related field
Proven experience managing both directly and indirectly through influence and alignment
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

Nice To Haves

10+ years in quota carrying roles working with large, complex client organizations
Practical experience in Enterprise SaaS companies and/or enterprise level consulting
Successful track record of reaching and/or exceeding goals
Experience working in high-growth, performance-focused environments
Selling Executive communications
Problem-solving
Negotiating

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