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 Talent Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Mid-Market & SMB sector in Thailand & Vietnam, our fastest growing markets across the region. The Account Director will grow the book of business by renewing subscriptions, cross-selling and upselling in the accounts assigned. You will be responsible for helping our clients be successful in their talent strategies through our Talent & Learning solutions. This is a strategic sales role that involves understanding complex client organizations and working with a team of internal cross functional partners.
Responsibilities:
Understand business priorities and customer needs:
- Prepares for key customer moments and meetings with deep understanding of customer’s business through deep discovery, thoughtful questions and research such as annual reports, articles and insights.
- Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail.
- Drives Customer and Revenue Growth within the assigned book of business by proactively identifying opportunities to deliver greater customer value and showcase ROI
- Ability to manage a book of business of 120+ clients, to identify growth accounts/patch and ruthlessly prioritise to upsell and x-sell in the identified accounts/patch
Multi-threading:
- Open doors for and builds relationships with multiple stakeholders (vertically and horizontally) – CHRO, business leaders, CTO, CIO, AI leaders etc. across the Customer’s organization.
- Ability to manage different personas and stakeholders by varying communication style and content.
- Stakeholder mapping to identify decision makers, process owners (example, IT team, Procurement etc.) and influencers and ability to reach out to multiple stakeholder groups
Solution/ value-selling:
- Is a driven sales rep who is motivated to achieve quarterly targets, KPIs and goals
- Leads with Solutions, not products, when making recommendations aligned to Customer objectives.
- 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.
- Engages customer throughout the deal cycle and post to confirm and clarify value and adapts strategy when needed to optimize ROI.
Operational rigor and collaboration:
- Proactively mitigates churn risk by adopting a smart, customer-centric approach.
- Applies business acumen in Account Planning by considering economic, industry, and company factors with a customer-centric lens.
- Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success.
- 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.
- Minimum 25% travel requirement (1 week per month), which may be revisited based on business requirements
- Practice’s humility and asks for help from colleagues when faced with a challenge or unknown.
Basic Qualifications:
- 3+ years of applicable quota-carrying and/or consulting experience
- Fluency in English and Thai language required due to local market needs
Preferred Qualifications:
- Business proficiency in both verbal and written Vietnamese is preferred
- Experience with HR software / SaaS / solution selling experience
- Demonstrated ability to find and manage high-level business in an evangelistic sale environment.
- Ability to gather and use data to inform decision making and persuade others.
- Ability to assess new 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.
- 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
- BA/BS degree or equivalent in a related field
Suggested Skills:
- Solution Selling
- Multi-threading
- Influencing CxO stakeholders
- Negotiating and managing contracts
- Collaborating with cross-functional partners
- Leading with insights
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