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 Senior Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers. You will be responsible for helping our customers effectively engage with our solutions. 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
5+ years of experience selling learning solutions
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 workplace
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.
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📌 Senior Account Director, Talent Solutions
🏢 Next Matter
📍 Perth