Renewal Specialist - Client Relationship and Account Management

Renewal Specialist, LinkedIn Sales Solutions

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

Location: Gurgaon

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 Relationship Manager for our SMB Customers to join our team in 
contributing to successful client relationships for LinkedIn Sales Navigator product. 

You will be responsible for 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 and training and ultimately guarantee 
the investment made in LinkedIn Sales Navigator best meets the clients’ needs.

Responsibilities: 

• Managing 100+ existing SMB customer portfolios – India based customers 
• Adhering to SMB Customer Engagement playbook to ensure 100% Client Coverage 
  every month [via Customer Meetings, Online meetings etc.] 
• Customer Playbook includes Customer Demo, Refreshers Training, Onboarding, 
• Conducting Quarterly Business Reviews, Addressing their technical and admin issues 
• Identify customer requirements, uncover roadblocks, and demonstrate strong 
  account management capabilities to drive renewal to on-Ɵme closure 
• Asks layered, open-ended questions to understand and clarify Customer’s objecƟves 
  and challenges beyond surface-level detail 
• Leads with Solutions, not products, when making recommendations aligned to 
  Customer objectives 
• Identifying Churn Risk accounts and proactively preparing Churn Mitigation plan to 
  save or minimize churn, by linking customer challenges with product value 
• Identifying top growth accounts, engaging with them on various platforms to build 
  meaningful relationships 
• Think commercially and apply business acumen when crafting & negotiating 
  commercial agreements
• Uses data and insights to support investment recommendations or overcome 
  customer objections
• Religiously maintaining CRM Call Logs, Updating Activities 
• Building an active pipeline based on growth opportunities 
• Preparing quarterly Territory Account Plan (TAP) due to changing market dynamics 
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment 
• Follows best practices when using CRM and other Sales tools to manage the Sales 
  and Buyer cycles

Qualifications

Basic Qualifications: 

• 3+ years of applicable sales experience 

Preferred Qualifications: 

• Solution selling experience 
• Experience with SaaS opportunities and Salesforce.com platform 
• Experience selling IT solutions 
• Ability to multithread and sell to different business stakeholders 
• Experience in selling SaaS solutions 
• Excellent communication, negotiation and forecasting skills 
• Experience in handling CRM 
• Demonstrate ability in managing CXO relationships and large enterprise accounts 
• Strong negotiation and accurate forecasting skills 
• Demonstrated ability to find, manage and close high-level business in an evangelist sales environment 
• Ability to assess business opportunities and use data to inform decision making and persuade others 
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors. 

Suggested Skills: 

• Executive Presence 
• Account Management
• Renewals & Churn Management
• Sales Forecasting 
• Solution Selling

Additional Information

India Disability Policy 

LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf

Global Data Privacy Notice for Job Candidates ​

Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.

Experience Level

Entry Level