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Job DescriptionAt 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 the 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.
Ask 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.
Lead 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 propositions 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 mitigate churn risk by adopting a smart, customer-centric approach.
Engage customers throughout to confirm and clarify value and adapt strategy when needed to optimize ROI.
Drive 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.
Map all key stakeholders into an account to assess the strength of the account relationship and create account outreach strategy.
Agree to joint accountability with colleagues and cross-functional teams for optimal customer success.
Practice humility and ask for help from colleagues when faced with a challenge or unknown.
Be disciplined in Territory and Account Planning, Forecasting, and Quota Attainment.
Follow best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles.
QualificationsBasic 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 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 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.
Adaptability and agility.
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