Large Enterprise Account Director (Federal Government Sales) - Talent & Learning chez LinkedIn

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Join us to transform the way the world works.

This role will be based in Toronto. 

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 an Enterprise Sales Representative (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: 

• Researches Government Agency 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 and with Sr. Government Executives (C-Suite) 

• Shifts communication style and content to fit the needs of different stakeholders  

• Coaches the customer internal Champion to represent the business case and preparing them for the objections they may face 

• Leads with solutions, not products, when making recommendations aligned to Federal government customer objectives  

• Drives customer decision making by achieving shared vision and proactively considering the value propositions that tie all stakeholders together  

• Thinks commercially and applies business acumen when crafting & negotiating agreements  

• Uses data and insights to support investment recommendations or overcome customer objections  

• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI and mitigate churn 

• 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  

• 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 and other sales tools to manage the Sales and Buyer cycles.  

• Uses leadership abilities to elevate the Federal Government team and consistently support colleagues 

• Proactively shares market trends, industry issues, and potential challenges with peers 

• Coaches peers on effective storytelling which ties macro trends into Customer’s business objectives 

• Coaches peers on how to deliver a business case which ties back to customer’s definition of value and highlights ROI 

• Demonstrated success as a self-starter and sells with integrity 

Basic Qualifications: 

• 8+ years of applicable sales experience 

  Preferred Qualifications: 

• Experience working with the Federal Government and/or Public Sector
• Experience with government procurement and managing strict budgeting cycles
• Ability to build relationships and align with multiple customer stakeholders
• Proven ability to carry a revenue target and develop strategies that lead to exceeding sales goals
• Demonstrated success in achieving or surpassing sales quotas through prospecting, pipeline development, and closing deals with Federal government customers
• Ability to maintain a churn rate of less than 5%
• Strong problem-solving skills and adaptability to rapidly changing business requirements
• Familiarity with HR software (ATS, HRIS, LMS) or eLearning platforms
• Background in selling HR IT solutions or HR-focused offerings
• Demonstrated success in competitive sales environments and ability to leverage internal resources effectively
• Knowledge of software licensing and contract terms with the ability to structure fair transactions
• Ability to accurately forecast Federal Government business
• Proven ability to develop and execute territory planning and penetration strategies
• Ability to identify and manage high-level business opportunities in an evangelistic sales environment
• Skilled in gathering and using data to inform decisions, influence stakeholders, and understand prospective buyers

Suggested Skills: 

• Resiliency 

• Sales Strategy 

• Sales Prospecting 

• Communication Skills 

• Problem Solving 

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