Enterprise Relationship Manager - Hiring Solutions LinkedIn

Job Description

The engaging individuals on our Global Sales team are among the biggest LinkedIn aficionados you'll meet. They believe in our value and they excel at selling it. This driven group continually inspires one other, and together they exceed their ambitious goals.
LinkedIn is looking for a world-class sales professional who will be responsible for generating new revenue within an existing customer base. The ideal candidate will have a proven track record and wants to be part of a winning team in a dynamic, growing organization.
I. GENERAL SUMMARY
The primary responsibilities for the Enterprise Relationship Manager are to:

• Drive additional revenue and renewal opportunities through existing enterprise accounts
• Elevate the overall client experience
• Invest in the team
• Strengthen the company

The Enterprise Relationship Manager is a member of the field sales force. They are exclusively focused on selling additional products to and increasing revenue with existing clients. They exemplify personal drive, determination, process excellence, and high integrity production. They have a track record of proven success in finding, managing, and closing new opportunities within an existing client base and always operate with the highest of ethical standards. They are strategic in their approach to selling and they have familiarity with formalized sales process. They are analytical in their approach to their opportunities and they are thoughtful in the execution of their strategy. They document their best practices and graciously share their insights with their teammates. They proactively seek out opportunities for growth and invest in making the company stronger. They are a humble student of the game and always strive to improve. They care about the clients' best interests and act as an internal advocate for the client base.
II. SPECIFIC DUTIES:
Drive revenue

• Prospect relentlessly to build pipeline
• Close business consistently at or above quota level
• Develop and execute on a strategic plan for the territory.
• Build strong personal relationships with clients.
• Create reliable forecasts. Be completely transparent with management on pipeline status.
• Elevate the overall client experience
• Establish the foundation for long lasting mutually beneficial professional relationships
• Become the client's “trusted advisor†and move the relationship from tactical to strategic
• Integrate the voice of the client into the core operating business practice at LinkedIn

Invest in the team

• Recognize that we are a team and take the time to invest in colleagues to make everyone stronger
• Document and distribute competitive information
• Give coaching and advice to others when you see an opportunity for improvement in performance
• Seek out opportunities to be a leader on the team.

Strengthen the company.

• Work to develop and circulate the set of best practices that will be the foundation of this growing team
• Listen to the needs of the market and share the learning's with 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
• Do everything you can to help the company achieve its larger objectives

III. REQUIRED PERFORMANCE:
Personal Traits:

• Analytical and Strategic Thinking â€" Ability to analyze business opportunities and read situations well. Capable of developing compelling strategies that deliver results. Gathers and uses data to inform decision making and persuade others.
• Leadership â€" Always focused on doing what's right for the business. High energy and contagious enthusiasm. Willing to take on the tough projects and challenges to grow the business. Creates an environment where others want to follow. Governs themselves with unquestionable ethics and unswerving integrity.
• Autonomous Productivity- Ability to be highly productive with periodic direct management and with little oversight from senior management.
• Accountability- Sets goals and drives to their fulfillment. Takes responsibility for their actions and for outcomes related to their actions (or inactions). Wants to be held accountable for successes and failures. Shares the credit and takes the blame.
• Communication â€" Able to speak and write clearly, concisely, and compellingly. Is honest, open, and thoughtful in word and in action. Able to present complex messages to multiple levels of an organization with the ability to survey for needs and without the need to rely on large PowerPoint decks. Able to clearly communicate process expectations and value to prospects.
• Executive Presence- Charisma and ability to make a strong first impression.
• Connecting- Able to find common ground and gain personal and professional trust.
• Discernment- Ability to correctly read people, political and business situations and develop, adjust and execute a sales strategy.
• Closing- Courage and logic to ask for customer commitments in return for Company investments at multiple stages in the sales cycle.
• Creative Problem Solving â€" Never gives up. Continually finds ways to overcome challenges and obstacles.
• Teamwork â€" Works collaboratively with others. Shares information, addresses conflict professionally and fulfills commitments. Works exceptionally well across functional groups.

Skills Selling Skills:

• Process Orientation- Discipline to follow the sales model but with enough instinct to intelligently skip steps when appropriate.
• Organizational Skills- Ability to manage a large number of prospect situations simultaneously.
• Team Selling Skills- Ability to include multiple partners and members of the Company management team. Be the quarterback.
• Competitive Selling- Ability to position Company products against direct and indirect competitors.
• Prospecting- Discipline and work ethic to build a pipeline.
• Negotiations- Knowledge of software contract terms and conditions and the ability to create a fair transaction.
• Forecasting- Ability to orchestrate the closure of business on dates consistent with the accurate understanding of prospects' buying cycles and Company's standing with prospects.

IV. EXPERIENCE

• Demonstrated ability to find, manage, and close high level enterprise business in an evangelistic sales environment.
• Proven record of driving results in a high-growth company environment.
• Recruiting/HR software industry experience highly desired.
• A minimum of 5-10years of applicable experience. Experience with SaaS opportunities a plus.
• Experience with Salesforce.com platform a plus.
• Established reputation as a high integrity top performer.

V. INTERACTION
The majority of internal contact will be with Sales, Finance, HR, Marketing, Legal and Account Management teams. There will also be contact with LinkedIn executive management. External contacts will include prospects, clients, partners, and consultants.
VI. ADDITIONAL REQUIREMENTS
The majority of travel will be through the territory in the region, though other travel may be necessary. Travel may be 40% of work days.
The above statements are intended to describe the general nature of work being performed by the employees assigned to this classification. They are not intended to be construed as an exhaustive list of all the responsibilities, duties, and skills required of employees so classified.
Employees will be required to follow any other job-related instructions and to perform any other job related duties requested by their manager. Associates may also be required to work in excess of normal working hours as workloads and seasonal activities are encountered.
Company Description:
Your professional network of trusted contacts gives you an advantage in your career and is one of your most valuable assets. LinkedIn exists to help you make better use of your professional network and help the people you trust in return.
Born in 2003, LinkedIn is the world's most successful private online business network with over 135 million professional members across 170 industries and 200 countries and growing rapidly. Currently, LinkedIn has over 2.0 million members in Australia and is experiencing double digit growth.
LinkedIn's mission is to 'Connect the world's professionals to make them more productive and successful'. LinkedIn members manage their professional identity online by building and managing a trusted network of close contacts through whom they can gain faster access to insight and resources. LinkedIn members can locate, introduce or be introduced to, and collaborate with qualified professionals to work with to accomplish their professional goals.
LinkedIn Australia & New Zealand Team:
Run by Cliff Rosenberg, MD Australia & NZ, the LinkedIn team thrives on working in a hyper-growth environment. Talent is nurtured and highly rewarded. LinkedIn prides itself with continually aspiring to be best in class, providing valuable solutions for clients and leading in the exciting social media sector. The LinkedIn philosophy is to give people the autonomy to be successful and supporting them to grow to be the best. The environment is fun, fast paced, young, dynamic, creative and results focused.

Location:	Sydney Area Australia