Account Manager – Linkedin Sales Solutions

Account Manager – Linkedin Sales Solutions

Requirements

• 6+ years of experience in a quota carrying sales role

Responsibilities

• Meet consistently with the Global Client Director of your named accounts to align on account goals, strategies and tactics for growth and then build territory and account plans
• On a weekly basis, plan out your activities and meetings to ensure you are focused on your largest opportunities
• Develop and 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 with the solutions they invested in, for example quarterly business reviews, ROI conversations etc
• Build account plans for your named accounts that align with globally set strategy and identify key decision makers, regional approach, buying processes, current investment, product utilization and new revenue opportunities
• 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 (training, quarterly business reviews) 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

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 accounts 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