Head of Enterprise Sales, Japan, Talent Solutions

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.

We are looking for an Enterprise Sales Manager to manage a team and work with existing clients within LinkedIn’s Talent & Learning Solutions products and services. You will be responsible for leading the expansion of our Enterprise client base in your region and managing a team of seasoned salespeople comprising of Talent Account Executives and Account Directors. You will inspire and motivate employees on a daily basis and bring innovation to the sales process to help accelerate our market growth trajectory.

We expect our sales leaders to act like owners and have an impact outside of the core sales function by demonstrating leadership, providing leverage and producing results that will help us scale effectively. We place emphasis on growing and finding success in the job by learning from one another’s experiences, collaborating across functions, and actively working to improve the team. Being compassionate leaders, inspiring others, being open, honest, and constructive are all part of our culture.

Responsibilities:

• Have a clear and comprehensive understanding of LinkedIn’s products, business model, customer marketplace and organizational structure.
• Set the sales priorities and key selling strategies to achieve sales objectives. Leverage relationships to open doors to new strategic business opportunities.
• Directly manage a growing team of senior individual contributors responsible for acquisition of new customers as well as managing relationship with existing clients across the region.
• Prepare and present accurate and timely sales forecasts to senior management. Consistently monitor the sales activity of the team and track results.
• Hire, develop and retain world-class sales talent. Inspire and motivate employees on a daily basis and bring innovation to the sales process to help accelerate our market growth trajectory
• Accurately forecast recurring revenue pipelines along with incremental bookings
• Constantly innovate ways to balance sales opportunities, client management and new customer onboarding responsibilities
• Devise tactics and strategies to maintain close relationships with LinkedIn’s relationships at scale
• Focus on client success in order to build a talent pipeline and create a pool of customers that will serve as references for sales and marketing purposes
• Work to develop and circulate the set of best practices that will serve as the foundation for this growing team
• Listen to the needs of the market and share insights with the product and marketing teams
• Be proactive about solving problems even if it’s outside of your area
• Be ready to take on additional initiatives and responsibilities as they emerge and do everything you can to help the company achieve its larger objectives
• Travel required (within Japan for face-to-face client meetings approximately 10-20% of the time, when restrictions are lifted)

Basic Qualifications:

• 8+ years of experience in a quota-carrying sales role in software or HR space
• 3+ years of experience in people management
• Business fluency in English and Japanese at native level of proficiency

Preferred Qualifications:

• Experience with relevant sales methodologies and metrics
• Experience working in a SaaS startup
• Experience hiring and motivating seasoned account executives and/or relationship managers
• Experience managing individual sales reps as well as team managers
• Knowledge of CRM tools and subscription-based business sales models
• Experience selling IT or HR technology solutions for B2B
• Excellent communication, client and time management, negotiation and presentation skills
• Ability to evaluate sound business opportunities, resolve conflicts, close deals and meet/exceed revenue goals
• MBA degree or evidence of continuous professional development is a plus

Suggested skills:

• Sales Strategy & Operational Rigor

• Enterprise Impact

• Inclusivity

• Talent Development

• Agile Thinking

• Strategic Partnering

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