SMB Relationship Manager, Sales 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.

LinkedIn’s Sales Solutions team is dedicated to changing the world of sales through leveraging LinkedIn’s deep sales solutions (Sales Navigator and Sales Insights) to drive the creation of the high impact sales habits and activities needed by sellers to respond with agility to the changing behaviour of the B2B buyers in today’s hybrid world of selling.

We are looking for a SMB Relationship Manager to join our team in contributing to successful client relationships within the sales industry. You will be dedicated to making our customers stronger, seeking out opportunities for growth and making sure that clients renew their contracts with LinkedIn Sales Solutions’ products and services. You will focus on a portfolio of client accounts to ensure there is engagement in products through discovery, training and ultimately guaranteeing the investment made in LSS best meets the clients’ needs. Although you possess a strategic approach to selling and strive to meet and exceed revenue goals, you will always have your clients’ best interest in mind and act as their internal advocate to ensure they are set up for success.

Responsibilities:

• Year-round customer engagement for LinkedIn Sales Solutions SMB and Mid-Market business, via Outbound calls, Video conferencing, Face to Face meetings (wherever applicable), emails, Conducting Quarterly Business Reviews etc.
• Provide customers with proactive recommendations to optimize use of Sales Navigator, not limited to conducting product Demo, Refreshers Training, Onboarding etc.
• Own, drive and manage customer engagement for a high volume of customers
• Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to drive renewal to on-time closure
• Provide insights to customers based on scalable insight tools and self-serve resources
• Provide customers with updates about self-serve trainings and customer success resources
• Provide executive management with complete visibility to renewals and solicit executive involvement as required
• Provide executive management with complete visibility to renewals and solicit executive involvement as required with organizations on more complex structure
• Communicate risk clearly and take the lead in developing resolution strategies
• Covering 100% customer base every quarter and maintaining LSS customer engagement playbook throughout the year
• Maintain records of all account activity in CRM, adhering to process KPIs
• Identifying growth opportunities within existing customer base
• Accurately maintain a quarterly business forecast in your territory

Basic Qualifications:

• 4+ years of experience in inside or field sales or account management with a focus on negotiating contracts
• 4+ years of experience in managing phone transactions

Preferred Qualifications:

• Bachelor’s degree in any field
• Experience managing high volume of customer and renewals
• Solid negotiation skills that allow for value-based contract negotiations at the senior level
• Experience with subscription-based business and Salesforce.com or similar CRM
• Proficiency in MS Office (Outlook, Excel, Word and PowerPoint)
• Excellent communication (fluency in English due to APAC customer base), time and customer management skills
• Demonstrated ability to maintain and upsell to Mid-Market/SMB businesses

Suggested Skills:

• Account Management
• Relationship building
• Consultative Solution-selling

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