SMB & Mid-Market Account Manager, Talent Solutions

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Join us to transform the way the world works.

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 a SMB & Mid-Market Account Manager to join our team as a trusted adviser with a relentless focus on bringing value to our customers in Philippines, our fastest growing markets across the region, experiencing double-digit YoY business growth. The Account Manager will grow the book of business by renewing subscriptions, cross-selling, and upselling in the accounts assigned. You will be responsible for helping our clients be successful in their talent strategies through our Talent & Learning solutions. This is a strategic sales role that involves understanding complex client organizations and working with a team of internal cross functional partners.    

Responsibilities:    

Understand business priorities and customer needs:     

• Prepares for key customer moments and meetings by developing a solid understanding of the customer’s business, priorities, and challenges through discovery, research, and relevant insights. 
• Asks thoughtful, open-ended and follow-up questions to understand and clarify customer objectives, priorities, and challenges.    
• Drives customer and revenue growth within the assigned book of business by identifying opportunities to deliver greater customer value and demonstrate ROI. 
• Manages and prioritizes a book of business effectively, identifying growth opportunities and focusing time and resources on accounts with the greatest potential for upsell and cross-sell 

Multi-threading: 

• Builds relationships with multiple stakeholders across the customer organization and identifies opportunities to engage additional decision makers and influencers. 
• Adapts communication style and content to effectively engage different customer personas and stakeholders. 
• Develops stakeholder maps to identify decision makers, process owners, and influencers and proactively builds relationships across relevant stakeholder groups 

Solution/ value-selling: 

• Is a driven sales professional motivated not only to achieve but to exceed quarterly targets, KPIs, and goals.  
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives.    
• Bring customized creative solutions that address unique client needs to facilitate closing deals that drive their business growth 
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together.    
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements.    
• Uses data and insights to support investment recommendations or overcome customer objections.    
• Engages customer throughout the deal cycle and post to confirm and clarify value and adapts strategy when needed to optimize ROI.    

Operational rigor and collaboration: 

• Proactively mitigates churn risk by adopting a smart, customer-centric approach.    
• Applies business acumen in Account Planning by considering economic, industry, and company factors with a customer-centric lens.    
• Demonstrate proficiency in utilizing sales processes & tools effectively in every day sales activities. 
• Solve problems independently while soliciting the right input & support as needed. 
• Delight the customers by demonstrating responsiveness & resourcefulness to fulfil & satisfy diverse customer needs. 
• Responsible for ensuring that customers are engaged & fully utilizing LTS solutions to the fullest potential 
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment.    
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles.    
• Minimum 25% travel requirement (1 week per month), which may be revisited based on business requirements     
• Practice’s humility and asks for help from colleagues when faced with a challenge or unknown.    
• Participates proactively in organizing customer events from small to large scale format with the team. 

Basic Qualifications:   

• 4+ years of applicable quota-carrying and/or consulting experience   
• Fluency in English  

Preferred Qualifications:   

• Experience with HR software / SaaS / solution selling experience   
• Demonstrated ability to find and manage high-level business in an evangelistic sale environment.   
• Ability to gather and use data to inform decision making and persuade others.   
• Ability to assess new business opportunities and read prospective buyers.   
• Proactively identifies and develops new business opportunities within untapped subsidiaries. 
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs.   
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors.   
• Understanding of software contract terms and conditions with the ability to create fair transactions.   
• Experience carrying a revenue target with the ability to develop strategies that deliver results.   
• Strong communication, negotiation and forecasting skills .  
• AI fluent. 
• BA/BS degree or equivalent in a related field   

Suggested Skills:   

• Solution Selling   
• Multi-threading   
• Influencing CxO stakeholders   
• Negotiating and managing contracts   
• Collaborating with cross-functional partners   
• Leading with insights 

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