Smb Account Director - 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.

This role could be based in San Francisco, Sunnyvale, Mountain View, Carpinteria or Omaha, depending on which location the candidate approved for hire resides.
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, meaning 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 this role can be performed remotely in most locations in the country of employment.
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:

• 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
• Proactively mitigates churn risk by adopting a smart, customer-centric approach
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives
• 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
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
• Uses data and insights to support investment recommendations or overcome customer objections
• Drives Customer growth by proactively identifying opportunities to deliver greater customer value
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization
• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI
• Practices humility and asks for help from colleagues when faced with a challenge or unknown
• Sells with Integrity
• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
• Researches Customer’s business and prepares thoughtful questions and insights in advance of customer meetings
• Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles

Qualifications
Basic Qualifications:

• 2+ years of applicable sales experience

Preferred Qualifications:

• 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
• Demonstrated ability to find and manage high-level business in an evangelistic sales environment
• Ability to be coachable
• Strong negotiation and accurate forecasting skills
• Ability to gather and use data to inform decision making and persuade others
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
• Experience with HR software
• Excellent communication, negotiation and forecasting skills
• Experience selling IT solutions
• Experience with SaaS opportunities and Dynamics/D365 platform
• Knowledge of software contract terms and conditions with the ability to create fair transactions
• Ability to assess business opportunities and read prospective buyers
• BA/BS degree or equivalent in a related field

Suggested Skills:

• Renewal Retention
• Communication
• Account Management
• Territory Planning 

LinkedIn is committed to fair and equitable compensation practices.
The pay range for this role is $97,000 to $140,000. 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, benefits and/or other applicable incentive compensation plans. For more information, visit https://careers.linkedin.com/benefits.
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:

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

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.