SMB Account Director, Search & Staffing - 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 advisor and partner to our customers in the Staffing/Recruitment industry. You will help them understand the financial value of our solutions, work with them to help measure that value, and build long-term relationships that secure ongoing revenue growth for both parties.   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:   Builds relationships with decision makers and stakeholders across a dedicated customer base   Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together   Drives Customer growth by proactively identifying opportunities to deliver greater customer value   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   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   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 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   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:    2+ years of applicable sales experience   Preferred Qualifications:   Excellent communication, negotiation and forecasting skills   Experience or knowledge of the Recruitment industry.   Experience with SaaS opportunities   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   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:    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 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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