SMB Account Director, Talent Solutions

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. 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 an Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within our SMB sector. You will be responsible for helping our customers effectively engage with our solutions (Talent, Learning & Glint). 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:  Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment  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  Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles Basic Qualifications :  2+ 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  Dynamics/D365 platform  Experience selling IT 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  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 be coachable 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:  Account Management  Renewal Retention  Territory Planning   Communication  LinkedIn is committed to fair and equitable compensation practices.    The pay range for this role is $106,000 to $152,000. 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 and benefits. For additional 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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