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 a Large 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 across the region. You will be responsible for helping our clients be successful in their talent strategies through our solutions (Talent & Learning).
This is a senior, strategic sales role that involves understanding complex client organizations and working with a team of internal cross functional partners.
Responsibilities:
- Research Customer’s business and prepares thoughtful questions and insights in advance of customer meetings
- Ask layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail
- Build relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization
- Shift communication style and content to fit the needs of different stakeholders
- Lead with Solutions and not products, when making recommendations aligned to Customer objectives
- Sell with Integrity
- Drive customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together
- Think commercially and apply business acumen when crafting & negotiating commercial agreements
- Use data and insights to support investment recommendations or overcome customer objections
- Proactively mitigates churn risk by adopting a smart, customer-centric approach
- Engage customers throughout to confirm and clarify value and adapts a strategy when needed to optimize 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 the strength of the account relationship 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 the unknown
- Operational excellence involving Territory and Account Planning, Forecasting, and Quota Attainment
- Follow best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles
Basic Qualifications
- 10+ years of quota-carrying sales experience in Software/Tech sales or HR consulting
Preferred Qualifications:
- Experience with HR software
- Experience in managing large and strategic key accounts
- Experience selling to the South-east Asia (SEA) region
- Knowledge on partner and channel ecosystems
- Demonstrated ability in orchestrating complex deals and managing the end-to-end deal process
- Knowledge of software contract terms and conditions 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
- 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
- Strategic negotiation
- Communication
- Collaboration
- Multi-threading
