Skills

Communication Negotiation Sales CRM Goal Setting Organization

Job Specifications

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 centered on trust and optimized for culture, 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 the select days, as determined by the business needs of the team.

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 Enterprise 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  
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:  

6+ years of applicable sales experience  

Preferred Qualifications:  

Experience with HR software  
BA/BS degree or equivalent in a related field  
Experience selling IT solutions  
Knowledge of software contract terms and conditions with the ability to create fair transactions  
Ability to negotiation and accurate forecasting skills  
Experience carrying a revenue target with the ability to develop compelling strategies that deliver results  
Ability to 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:  

Communication  
Organization Skills  
Goal Setting  
Discovery Process  
Deal Closure  

LinkedIn is committed to fair and equitable compensation practices. 

The pay range for this role is $151,000 to $230,000 OTE. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor.  

The total compen

About the Company

Founded in 2003, LinkedIn connects the world's professionals to make them more productive and successful. With more than 1 billion members worldwide, including executives from every Fortune 500 company, LinkedIn is the world's largest professional network. The company has a diversified business model with revenue coming from Talent Solutions, Marketing Solutions, Sales Solutions and Premium Subscriptions products. Headquartered in Silicon Valley, LinkedIn has offices across the globe.. Know more