This role will be based in either New York, Chicago, Omaha, Sunnyvale, or San Francisco. 

 

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 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. You will be responsible for helping our customers effectively engage with our Talent solutions (Talent and Learning). You will build and maintain strong professional relationships with some of our largest NAMER customers by conducting executive-level discussions and negotiations related to transforming client business through the LinkedIn platform.  Internally, you will create and lead the strategy for some of our largest NAMER accounts by coordinating sales motions across your extended team. You will advise customers on industry trends, act as a liaison between customers and LinkedIn product teams, and, ultimately, have customers invest in new LinkedIn solutions, which will benefit both the customer and LinkedIn.   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 
• Establish trusted executive-level relationships with CHROs and other CXO level client leaders based on an ability to provide LinkedIn and industry insights   
• Shifts communication style and content to fit the needs of different stakeholders 
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives 
• Exhibit deep and up-to-date knowledge of the entire suite of LinkedIn Talent Solutions (Talent and Learning) to apply and communicate solutions expertise of new products, features, and enhancements   
• 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 
• Applies business acumen in Account Planning by considering and understanding key company strategy, relevant macroeconomic factors, key decision-makers, buying processes, current investment, product utilization, and new revenue opportunities   
• Leading a customer focused pod, agrees to joint accountability and ownership with colleagues and cross-functional teams for optimal customer success 
• Sells with integrity 
• 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

Basic Qualifications: 

• 8+ years of applicable sales experience 

Preferred Qualifications: 

• Experience with HR software 
• BA/BS degree or equivalent in a related field 
• Experience with SaaS opportunities and Salesforce.com platform 
• Experience selling IT solutions 
• 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 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: 

• Negotiation
• Communication
• Persuasion

 

LinkedIn is committed to fair and equitable compensation practices.   
 
The pay range for this role is $213,000 to $325,000 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 compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans. For more information, visit https://careers.linkedin.com/benefits. 

Equal Opportunity Statement 

We seek candidates with a wide range of perspectives and backgrounds and we are proud to be an equal opportunity employer. LinkedIn considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

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