Overview

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 are committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture built on trust, care, inclusion, and fun where everyone can succeed.

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.

Role Summary

We are looking for an Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Enterprise sector. You will be responsible for helping customers effectively engage with our Talent and Learning solutions, making customers stronger, and seeking out opportunities for growth. You will take a strategic approach to selling while always acting as an internal advocate for your clients to ensure they are set up for success.

Responsibilities

• •Research customer's business and prepare thoughtful questions and insights in advance of meetings
• •Ask layered, open questions to understand and clarify customer's objectives and challenges
• •Build relationships with multiple stakeholders vertically and horizontally across the customer's organisation
• •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 value propositions that tie stakeholders together
• •Think commercially and apply business acumen when crafting and 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 optimise 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 in an account to assess relationship strength 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
• •Maintain discipline in territory and account planning, forecasting and quota attainment
• •Follow best practices when using CRM and other sales tools to manage the sales and buyer cycles

Basic Qualifications

• •8+ 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 Salesforce.com platform
• •Experience selling IT solutions
• •Knowledge of software contract terms and conditions with the ability to create fair transactions
• •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 company management using competitive selling to position products against direct and indirect competitors