LinkedIn is the world’s largest professional network, built to help members of all backgrounds and experiences achieve more in their careers. Our vision is to create economic opportunity for every member of the global workforce. Every day our members use our products to make connections, discover opportunities, build skills and gain insights. We believe amazing things happen when we work together in an environment where everyone feels a true sense of belonging, and that what matters most in a candidate is having the skills needed to succeed.  It inspires us to invest in our talent and support career growth. Join us to challenge yourself with work that matters. 

This role will be based in Sydney or Melbourne.

At LinkedIn, we trust each other to do our best work where it works best for us and our teams. This role offers a hybrid work option, meaning you can both 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.

We are looking for an Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Enterprise 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 client’s best interest in mind and act as their internal advocate to ensure they are set up for success. 

Responsibilities:

• 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 with Customer objectives 

• Sells with Integrity 

• Drives customer decision-making by achieving a 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 the 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 the economy, 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

• 10+ 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 Salesforce.com platform 
• Experience selling IT solutions 
• Knowledge of software contract terms and conditions with the ability to create fair transactions
• 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 include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors 

Suggested Skills

• Forecasting
• Account Planning
• Collaborating 

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