As a LinkedIn Global Client Director, the most senior and strategic sales role in our organization, you will act a single point of contact and trusted adviser to our largest, and often most challenging, global customers.
This role will be responsible for expanding our footprint by strategically aligning LinkedIn’s diverse portfolio of professional solutions with the complex requirements of our key accounts.
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You will advise executive customers on industry trends, ensure existing products are being utilized and, ultimately, have customers invest in new LinkedIn solutions, which will benefit both the customer and LinkedIn.
This is a highly collaborative role which requires global vision, cultural sensitivity and a passion for building strong and lasting relationships which allow our largest customers to be and to feel successful with LinkedIn products and solutions.
Responsibilities:
Customer Focus:
Establish trusted executive level relationships with CMOs, COOs, CHROs and other CXO level client leaders based on an ability to provide LinkedIn and industry insights
Exhibit deep and up-to-date knowledge of the entire suite of LinkedIn Solutions – (LTS, LMS, LSS, Lynda and Elevate) in order to communicate the benefits of new products, features and enhancements
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
Expand and develop our account footprint by making compelling recommendations for additional investments in LinkedIn
Build account plans for your named accounts (~2/3) that identify key decision makers, company strategy, buying processes, current investment, product utilization and new revenue opportunities
Understand where the global opportunity exists within each account across all LI solutions
Leadership:
Partner closely with local Relationship Managers to coordinate communications between customer contacts worldwide and to build a strategy for expanding the account across all lines of business in all regions
Lead a cross-functional team of subject matter experts to support your accounts to drive and execute on the globally aligned sales strategy
Develop the next generation of sales professionals by modeling our culture and values and defining excellence in account leadership, negotiation, customer relationship building, mentoring and coaching.
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
LinkedIn Corporate:
Leverage executive relationships and executive sponsors to deepen LinkedIn’s relationships with clients.
Represent both market trends and client needs to the Executive and the Product teams to ensure we are both serving current needs well and evolving our portfolio to identify future client needs.
Basic Qualifications:
BA/BS degree
10+ years of experience in quota-exceeding roles
Experience selling to EVPs and CXOs of Fortune 100 companies or companies with annual revenues exceeding $25 billion
Experience managing a global account team of sales reps and sales support staff
Preferred Qualifications:
MBA degree
Experience managing global accounts in net new and renewal environments
Proven experience managing both directly and indirectly through influence and alignment
Experience selling to and influencing EVPs, CXOs and end-users (in the same sales cycle) in both individual and team sale environments
Proven success in selling brand new, disruptive technology
Excellent communication and analytical skills
Demonstrated ability to execute on account strategy plans, structure complex global deals, manage multiple territories and develop business to support growth
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