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 an Account Director to join our 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:
- Research Customer’s business and prepare thoughtful questions and insights in advance of customer meetings.
- Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail.
- Build relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization.
- Shift communication style and content to fit the needs of different stakeholders.
- Leads with Solutions, not products, when making recommendations aligned to Customer objectives
- Sell with Integrity
- Drive customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together.
- Think commercially and apply business acumen when crafting & negotiating commercial agreements.
- Use 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.
- Apply business acumen in Account Planning by considering economic, industry, and company factors with a customer-centric lens.
- Maps all key stakeholders into 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.
- Practices humility and asks for help from colleagues when faced with a challenge or unknown.
- It 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.
Basic Qualifications:
- 3+ years of applicable sales/quota-carrying experience
Preferred Qualifications:
- Experience working with C-level customers for solution sales.
- Experience with HR software
- BA/BS degree or equivalent in a related field
- Experience with SaaS opportunities
- 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 sale 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 prospective 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:
- Solutioning skills
- Stakeholder Management skills
- Adaptability and agility
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