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, our approach to flexible work is centred on trust and optimised 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 a Strategic Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our Public Sector customers. 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 client’s best interests 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 with customer objectives
- Sells with integrity
- Drives customer decision-making by achieving a shared vision and proactively considering the value propositions that tie all stakeholders together
- Thinks commercially and applies business acumen when crafting and 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 the value and adapt 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 an 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
- 8+ years of applicable sales experience
Preferred Qualifications
- BA/BS degree or equivalent in a related field
- 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
- 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
- Collaboration
- Communication
- Forecasting
Additional Information
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.
