Head of Midmarket Asia, Sales Solutions

2 weeks ago

Kuala Lumpur, Kuala Lumpur, Malaysia LinkedIn Full time

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

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 for Sales is dedicated to changing the world of sales through the adoption of LinkedIn Sales Navigator. Our platform and approach are influencing how sales planning and execution, business growth, lead generation and customer engagement is carried out in the changing world of B2B selling and driving sales productivity by enabling the building of top sellers' habits at scale. LinkedIn Sales Navigator is an AI-powered sales intelligence platform that enables sales professionals to build relationships at scale and have high quality conversations with the people that matter.

We are seeking an accomplished and driven Sales Leader for our Mid-market Business segment in Asia and Australasia. This role is crucial in acquiring new mid-market clients, driving revenue, and building long-term customer relationships. You will be leading a team of account executives and relationship managers, coaching them to build value-based relationships and improve their sales excellence competencies such as forecasting and deal qualification frameworks like MEDDPICC. This role reports to the Head of Asia Business, LinkedIn for Sales. This is a role that focuses on global collaboration, resilience, adaptability, curiosity, cultural sensitivity, and a passion for developing great talent.

Responsibilities:

  • Develop and execute a strategic sales plan to achieve midmarket acquisition targets in Asia and Australasia regions.
  • Lead, mentor, and coach a team of account executives and relationship managers to build top sellers' habits, deliver on priority GTM sales motions, drive sales excellence and achieve targets.
  • Identify, prioritize, engage, and convert prospective midmarket clients who will benefit from LinkedIn Sales Solutions.
  • Coach the team in building robust value selling competencies and maintain value-based relationships with clients.
  • Establish trusted executive level relationships with C-suite level client leaders, associations and market leaders, leveraging own experience, LinkedIn resources and industry insights.
  • Implement and embed proven sales processes and methodologies, including forecasting and deal qualification frameworks such as Value Based Management and MEDDPICC.
  • Maintain a robust and clean sales pipeline through collaboration with Sales Development team, proactive outreach and networking, and ensure pipeline hygiene.
  • Ensure accurate forecasting, with the ability to leverage quantitative and qualitative data to predict market dynamics, revenue growth, and manage market risks and customer churns.
  • Conduct negotiations and finalize contract terms and pricing.
  • Build influential relationships with regional stakeholders internally across regional cross-functional leads including Marketing, Product, Deal Desk, and Customer Success to ensure smooth onboarding and exceptional service delivery to our customers, as well as across NAMER and EMEAL sales leaders for learnings and to unlock growth opportunities.
  • Monitor industry trends and competitor activities to strategically position LinkedIn Sales Solutions in the market.
  • Leverage data and analytics to develop sales strategies, drive sales effectiveness and measure performance on a timely basis.
  • Represent LinkedIn Sales Solutions at industry events and through thought leadership, leveraging both online (LinkedIn) and offline channels.
  • Ability to travel (~30%) within Asia Pacific region as required for business.
Qualifications

Basic Qualifications

  • 12+ years of relevant work experience within a SaaS or technology environment.
  • 3+ years of people management experience.

Preferred Qualifications

  • Proven track record of meeting or exceeding sales targets in the midmarket or enterprise segment.
  • Strong understanding of the Asia market, highly preferred.
  • Strong understanding and experience with sales methodologies, processes, and tools, such as MEDDPICC, value-based management, solution selling, Job-to-be-Done and Miller Heiman.
  • Lead with operational rigor and data driven in day-to-day sales management.
  • Excellent communication, negotiation, and presentation skills.
  • Demonstrated ability to mentor and develop a high-performing sales team.
  • Proven ability to build and sustain relationships with senior-level executives.
  • Experience in managing cross-functional teams and collaborating with global stakeholders.
  • Self-motivated, results-oriented, and capable of working autonomously and collaboratively.
  • Proficiency in Marketing or CRM tools and software (e.g., Salesforce, HubSpot, Microsoft Dynamics).

Suggested Skills

  • Go-to-market and sales strategy.
  • Team Management and Coaching.
  • Sales Forecasting and Planning.
  • Multi-threading.
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