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 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 & 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 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 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
- 4+ years of applicable sales experience