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 Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Philippines, one of the fastest growing markets across the region. You will be responsible for helping our clients be successful in their talent strategies through our Talent and Learning solutions. This is a strategic sales role that involves understanding complex client organizations and working with a team of internal cross functional partners.
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 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 customer throughout to confirm and clarify value and adapts 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 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
- Practice’s humility and asks for help from colleagues when faced with challenges
- 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
- Fluency in business English and Filipino due to local market needs
- BA/BS degree or equivalent in a related field
- Experience with HR software
- Experience with SaaS opportunities
- 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 sale 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
- Solution Selling
- Collaboration
- Communication
- Forecasting
