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. 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: • Researches Customer’s business and prepares 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 • Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization • Shifts communication style and content to fit the needs of different stakeholders • Leads with Solutions, not products, when making recommendations aligned to Customer objectives • Sells with Integrity • 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 • Practices humility and asks for help from colleagues when faced with a challenge or unknown • 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: • 4+ years of applicable sales experience Preferred Qualifications: • Experience with HR software • BA/BS degree or equivalent in a related field • Experience with SaaS opportunities and Dynamics/D365 platform • 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: • Sales Prospecting • Business Case Preparation • Multithreading • Influence at all levels • Active Listening LinkedIn is committed to fair and equitable compensation practices. The pay range for this role is $136,000 to $195,000 OTE. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor. The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans. For more information, visit careers.linkedin.com. Equal Opportunity Statement We seek candidates with a wide range of perspectives and backgrounds and we are proud to be an equal opportunity employer. LinkedIn considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. LinkedIn is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful. If you need a Reasonable Accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us and describe the specific Accommodation requested for a disability-related limitation. Fill out an Accommodation request here: app.smartsheet.com Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to: • Documents in alternate formats or read aloud to you • Having interviews in an accessible location • Being accompanied by a service dog • Having a sign language interpreter present for the interview A request for an accommodation will be responded to within three business days. However, non-disability related requests, such as following up on an application, will not receive a response. LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information. San Francisco Fair Chance Ordinance Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records. Pay Transparency Policy Statement As a federal contractor, LinkedIn follows the Pay Transparency and non-discrimination provisions described at this link: lnkd.in. Global Data Privacy Notice and Compliance Posters for Job Candidates Please use this link to access documents that provide information about how LinkedIn handles the personal data of employees and job applicants, as well as the E-Verify Participation Notice and the Department of Justice Immigrant and Employee Rights Section Right to Work posters: linkedin.com.

Requirements

Must-haves

Researches Customer’s business and prepares 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
Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization
Shifts communication style and content to fit the needs of different stakeholders
Leads with Solutions, not products, when making recommendations aligned to Customer objectives
Sells with Integrity
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

Nice-to-haves

Experience with HR software
BA/BS degree or equivalent in a related field
Experience with SaaS opportunities and Dynamics/D365 platform
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

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: smartrecruiters
Effort: medium

Benefits

Benefits detected in the listing.

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