Skills

Communication Adaptability Dynamics Negotiation Problem-solving Sales Prospecting CRM 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

This role will be basked in San Francisco, Sunnyvale, Chicago or Omaha.

At LinkedIn, our approach to flexible work is centered on trust and optimized 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 Sales Representative (Account Director) with a relentless focus on bringing value to our customers within the State and Local Government sector. You will be responsible for helping both existing and new customers effectively engage with our solutions (Hiring & 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 
Ability to develop territory penetration strategies, specifically targeting prospective net new agencies and departments as well as cross-sell opportunities within existing customer base. 
Practices cross pollinating best practices, and creating sales strategies and partnerships within the government market. 
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 
Execute executive level sales including executive presentations and presence 
Follows best practices when using CRM (Microsoft Dynamics) and other sales tools in order to manage the sales and buyer cycles. 

Qualifications

Basic Qualifications: 

4+ years of applicable sales experience 

Preferred Qualifications: 

Demonstrated success as a self-starter 
Problem-solving skills and adaptability to the rapidly-changing requirements of the business 
A collaborative team player with excellent listening, discovery,  presentation and negotiation skills 
Achieve or exceed sales quota through prospecting, building and developing a pipeline and closing sales with State & Local government customers.  
Experience in selling eLearning And/Or Hiring SaaS software 
Experience selling IT solutions and or HR directed 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 
Experienced in territory planning and penetration strategies 
Ability to gather and use data to inform decision making and persuade others to action by turning the data into actionable insights 
Ability to assess business opportunities and read prospective buyer

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