Mid Market Account Director, Government - Talent Solutions

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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 a Sales Representative (Account Director) with a relentless focus on bringing value to our customers within the State, Provincial, and Municipal government sector. You will be responsible for helping both existing and new 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  
• Ability to develop territory penetration strategies, specifically targeting prospective net new agencies and departments as well as cross-sell opportunities within existing customer base.  
• Practices cross pollinating best practices, and creating sales strategies and partnerships within the government market.  
• 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  
• Execute executive level sales including executive presentations and presence  
• Follows best practices when using CRM (Microsoft Dynamics) and other sales tools in order to manage the sales and buyer cycles.  

Basic Qualifications:  

• 4+ years of applicable sales experience  

Preferred Qualifications:  

• Demonstrated success as a self-starter  
• Problem-solving skills and adaptability to the rapidly-changing requirements of the business  
• A collaborative team player with excellent listening, discovery,  presentation and negotiation skills  
• Achieve or exceed sales quota through prospecting, building and developing a pipeline and closing sales with State, Provincial, and Municipal government customers.   
• Experience in selling eLearning And/Or Hiring SaaS software  
• Experience selling IT solutions and or HR directed 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  
• Experienced in territory planning and penetration strategies  
• Ability to gather and use data to inform decision making and persuade others to action by turning the data into actionable insights  
• 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: 

• Resiliency & Growth Mindset 
• Sales Strategy, including Sales Prospecting 
• Planning & Prioritization
• Effective Time Management
• Sales Discovery, Objection-Handling, Value/ROI Demonstration, Negotiation, and Sales Closing

 

The pay range for this role is $146,000 to $172,000 CAD 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. 

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