This role will be based in Dublin.
At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both work from home and commute to a LinkedIn office, depending on what’s best for you and when it is important for your team to be together.
We are looking for a Senior Account Director to join our DACH team as a trusted adviser with a relentless focus on bringing value to our customers within Mid-Market sector. You will be responsible for helping our customers effectively engage with our solutions (Talent & Learning). You will be dedicated to making our customers stronger and seeking out opportunities for growth. Although you possess a strategic approach to selling and strive to meet/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:
- Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail
- Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization
- Leads with Solutions, not products, when making recommendations aligned to Customer objectives
- 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
- Proactively mitigates churn risk by adopting a smart, customer-centric approach
- Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI
- Drives Customer growth by proactively identifying opportunities to deliver greater customer value
- Applies business acumen in Account Planning by considering economic, industry, and company factors with a Customer-centric lens
- Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
- Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success
- Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
Basic Qualifications:
- 3+ years of closing sales experience
- Business fluency in English and German
Preferred Qualifications:
- Experience with HR and/or E-Learning software
- BA/BS degree or equivalent in a related field
- Experience with SaaS opportunities, Salesforce.com platform and/or Dynamics
- Experience selling IT solutions
- Knowledge of software contract terms and conditions with the ability to create fair transactions
- Strong negotiation and accurate forecasting skills
- Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
- Excellent communication, negotiation and forecasting skills
- Demonstrated ability to find and manage high-level business in an evangelistic sales environment
- Ability to gather and use data to inform decision making and persuade others
- Ability to assess business opportunities and read prospective buyers
- 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
Suggested Skills:
- Negotiation
- Forecasting
- Communication
- Strategic Planning
- Business Acumen
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