Company Description 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're also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that's built on trust, care, inclusion, and fun – where everyone can succeed.
Join us to transform the way the world works.
Job Description
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:
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 organisation
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 optimise 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
Qualifications
Basic Qualifications:
5+ years of applicable sales experience
Preferred Qualifications:
Experience with HR software
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
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
Additional Information
India Disability Policy
LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf
Global Data Privacy Notice for Job Candidates ?
Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.
