Enterprise Account Director, Government - Talent Solutions

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.

At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers both hybrid and remote work options. This means you can work from home and commute to a LinkedIn office, depending on what's best for you and when it is important for your team to be together, or you can work remotely from most locations within the country listed for this role.

We are looking for an Enterprise Sales Representative (Hybrid-Account Director) with a relentless focus on bringing value to our customers within the Federal Government sector. You will be responsible for helping both existing and new customers effectively engage with our solutions (Talent and 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:

• Drives Customer growth by proactively identifying opportunities to deliver greater customer value 
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements 
• Practices senior leadership supporting less experienced Reps, cross pollinating best practices, and creating sales strategies and partnerships within the government market. 
• Uses data and insights to support investment recommendations or overcome customer objections 
• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization 
• Researches Customer’s business and prepares thoughtful questions and insights in advance of customer meetings 
• Ability to develop territory penetration strategies 
• Shifts communication style and content to fit the needs of different stakeholders 
• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI 
• Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail 
• Execute executive level sales including executive presentations and presence 
• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy 
• Practices humility and asks for help from colleagues when faced with a challenge or unknown 
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives 
• Sells with Integrity 
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles. 
• Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success 
• Proactively mitigates churn risk by adopting a smart, customer-centric approach 
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment 
• Applies business acumen in Account Planning by considering economic, industry, and company factors with a Customer-centric lens 
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together 

Qualifications

Basic Qualifications:

• 6+ years of applicable sales experience

Preferred Qualifications:

• Knowledge of software contract terms and conditions with the ability to create fair transactions 
• Experience working with the Federal Government and/or Public Sector
• Strong negotiation and accurate forecasting skills 
• Excellent communication, negotiation and forecasting skills 
• Ability to gather and use data to inform decision making and persuade others 
• Experience working with procurement and managing to strict budget cycles
• Problem-solving skills and adaptability to the rapidly-changing requirements of the business 
• Experience with HR software  or e-learning
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors 
• Ability to multithread to align with multiple customer stakeholders
• Experienced in team leadership supporting less experience sales Reps in sharing best practices 
• Demonstrated ability to find and manage high-level business in an evangelistic sales environment 
• Demonstrated success as a self-starter 
• A collaborative team player with excellent listening, presentation and negotiation skills 
• Achieve or exceed sales quota through prospecting, building and developing a pipeline and closing sales with State & Local government customers.  
• Ability to lead customers through change management
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs 
• Experienced in territory planning and penetration strategies 
• Ability to assess business opportunities and read prospective buyers 
• Experience selling IT solutions and or HR directed solutions 
• Experience carrying a revenue target with the ability to develop compelling strategies that lead to exceeding sales targets

Suggested Skills:

• Communication Skills
• Sales Prospecting
• Resiliency
• Sales Strategy
• Time Management

LinkedIn is committed to fair and equitable compensation practices.

The pay range for this role is $180,000 to $225,000. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.

Additional Information

Equal Opportunity Statement

LinkedIn is committed to diversity in its workforce and is 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. LinkedIn is an Affirmative Action and Equal Opportunity Employer as described in our equal opportunity statement here: https://lnkd.in/equalemploymentopportunity2017. Please reference the following information for more information: https://legal.linkedin.com/content/dam/legal/LinkedIn_EEO_Statement_2020.pdf. Please reference the following information for more information: https://www.eeoc.gov/sites/default/files/migrated_files/employers/poster_screen_reader_optimized.pdf and https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf for more information.

LinkedIn is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful.

If you need a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us at [email protected] and describe the specific accommodation requested for a disability-related limitation.

Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to:

• Having interviews in an accessible location
• Having a sign language interpreter present for the interview
• Being accompanied by a service dog
• Documents in alternate formats or read aloud to you

A request for an accommodation will be responded to within three business days. However, non-disability related requests, such as following up on an application, will not receive a response.

LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information.

San Francisco Fair Chance Ordinance

Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records.

Pay Transparency Policy Statement

As a federal contractor, LinkedIn follows the Pay Transparency and non-discrimination provisions described at this link: https://lnkd.in/paytransparency.

Global Data Privacy Notice for Job Candidates

Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.

San Francisco Fair Chance Ordinance
Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records.