Mid-Market Account Director, Talent Solutions

LinkedIn • Full-time • Hong Kong, HK • 4w ago

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.

Job Description

At LinkedIn, our approach to flexible work is centered on trust and optimised 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 the Mid-Market sector. You will be responsible for helping our customers effectively engage with our solutions (Hiring & 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:

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

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

Qualifications

Basic Qualifications:  

6 + years of relationship building Sales/Account management experience

Business level of fluency in both verbal and written Cantonese, Chinese and English

Preferred Qualifications:

Experience working with C-level customers for solution sales

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

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 include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors

Suggested Skills:

Interpersonal skills

Multiple Stakeholder Management skills

Communication skills
Pipeline Management
Multi-threading

Additional Information

Global Data Privacy Notice and Compliance Posters for Job Candidates

Please use this link to access documents that provide information about how LinkedIn handles the personal data of employees and job applicants, as well as the E-Verify Participation Notice and the Department of Justice Immigrant and Employee Rights Section Right to Work posters: https://www.linkedin.com/legal/candidate-portal.

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