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

Location: Gurgaon / Bangalore

At LinkedIn, our approach to flexible work is centered on trust and optimized 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.

LinkedIn was built to help professionals achieve more in their careers, and everyday millions of people use our products to make connections, discover opportunities and gain insights. Our global reach means we get to make a direct impact on the world’s workforce in ways no other company can. We’re much more than a digital resume – we transform lives through innovative products and technology. Searching for your dream job? At LinkedIn, we strive to help our employees find passion and purpose. Join us in changing the way the world works.

As a LinkedIn, Regional Account Manager – Global Clients Program, you will partner closely with the LinkedIn Global Client Directors, other regional peers to expand our footprint by aligning LinkedIn’s diverse portfolio of professional solutions with the complex requirements of our largest global customers.

You will act as the regional single point of contact to our key global customers in your location, conducting executive level commercial discussions related to the procurement of LinkedIn Talent Solutions products and solutions as set at global headquarters.

To ensure our customers generate the highest return on their investment, you will ensure that all LinkedIn Talent Solutions Products and Solutions are being utilized effectively in region and, ultimately, will provide compelling recommendations for additional investments and renewals in LinkedIn.

This is a highly collaborative role requiring a passion for building strong and lasting relationships which allow our largest customers to be, and feel, successful with LinkedIn products and solutions. Although you strive to meet and exceed quota, you will always act in the best interest of the customer.

Responsibilities:

• Develop territory and strategic account plans in collaboration with your Global Client Director (GCD) to deliver growth.
• Responsibility to hunt for new or additional revenue in your set of GCP accounts, there by ensure client’s highest return on investment on existing investments acting as trusted advisors.
• Knowledge and experience of selling via MEDDPICC methodology is desired.
• Prospect relentlessly weekly to build pipeline and build strong personal relationships with prospects.
• Apply solutions expertise across our Talent and Learning product solutions offerings.
• On a weekly basis, plan and prioritize your book, activities to build new business pipeline, and multiple client meetings to ensure you are focused on your largest opportunities and run-rate business.
• Understand your customer’s business and objectives through detailed discovery.
• Gain commitment and buy-in of customers and prospects to proactively grow the account off-cycle by selling new solutions, add-ons, and renewals.
• Invest in meaningful relationships with economic buyers and advisors in your accounts by providing high-quality customer engagement activities (training, quarterly business reviews) on the solutions in which they have already invested.
• Build custom presentations and demonstrations based on customer defined objectives and goals versus needs.
• Be open, collaborative, and customer-focused in all communications and transactions with your global account team and clients.
• Close all orders with the larger LinkedIn investment in mind and provide post-contract support to ensure product delivery and satisfaction.
• Invest in colleagues and give coaching and advice when you see an opportunity for improvement.
• Be proactive about solving problems even if it’s outside of your area and be ready to take on additional initiatives and responsibilities as they emerge.
• Seek out opportunities to be a leader and do everything you can to help the company achieve its larger objectives.
• Demonstrate sales operational excellence by using our CRM tracking activities and, most importantly, forecasting.
• Your key performance metrics is regional or decentralized local bookings closed in your region along with Expectations assigned to this role which are dynamic, changing with the landscape of business environment.
  
  
  

In your first 12 months in this role, you will accomplish:

• Over-attainment of individual quota targets while understanding how your efforts contributed to the wider account team success.
• A deep understanding of some of LinkedIn’s most complex global accounts, how to plan and prioritize across this complexity and significantly increased business acumen, master MEDDPICC and translate the learning to your opportunities.
• An understanding of how to manage & deliver to value for long-term partnerships and at the long-tail to support broader account-based objectives.
  
  
  

Qualifications

Basic Qualifications:

• 8+ years of experience in a quota-exceeding direct-sales role.
• Experience with handling and selling new business in enterprise accounts.
  
  
  

Preferred Qualifications:

• Demonstrated ability to generate and execute a plan, lead with solutions to problems, not products.
• Ability to understand complex requirements and craft custom creative solutions. Experience is SaaS solution is desired.
• Ability to have verbal and written communication skills, ability to work with Co-pilot, Excel & PPT, CRM Dynamics and SharePoint.
• Experience in selling to EVPs, CXOs and end-users (in the same sales cycle doing multi-threading) in both individual and team sales environments.
• Experience in solution selling to global/multi-national customers, with complex organization structure leveraging MEDDPICC.
• Strong experience in hunting and closing new business in maybe penetrated accounts. Farming & managing existing accounts and grow revenue QoQ.
• Ability to translate data and insights into crisp and relevant customer narratives.
  
  
  

Suggested Skills:

• New Business
• MEDDPICC
• Prospecting & Forecasting
• Multi-threading
• Collaboration and Complex Deal Structuring
  
  
  

Additional Information

India Disability Policy

LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf

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.