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, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both work from home and commute to a LinkedIn office, depending on what’s best for you and when it is important for your team to be together.
As the Global Clients Executive, you will partner closely with LinkedIn Global 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, conducting Executive-level commercial discussions related to the procurement of LinkedIn Talent Solutions (LTS) products and solutions as set at global headquarters.
In order to ensure our customers generate the highest return on their investment, you will ensure that all LTS 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 Global accounts, thereby ensure client’s highest return on investment on existing investments acting as trusted advisors.
- Prospect relentlessly 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, and meetings to ensure you are focused on your largest opportunities.
- 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.
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.
- 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:
- 7+ years of experience in a quota-carrying role
Preferred Qualifications:
- Fluency in Korean
- 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.
- Strong verbal and written communication skills, ability to work with Excel & PPT, CRM Dynamics and SharePoint.
- Experience 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.
- 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
- Prospecting
- Territory Planning
- Multi-threading
- Influencing
