Senior Account Director

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 a Senior Account Director to join our Talent Solutions team, which helps organisations source, engage and develop talent. As a Senior Account Director, you will be responsible for managing and growing an existing portfolio of recruitment agencies across Australia and New Zealand, developing strategic partnerships and delivering value added solutions that meet their hiring needs.

Responsibilities:

• Build and maintain strong relationships with agency owners, senior decision makers and influencers within recruitment agencies, understanding their business goals, challenges and opportunities
• Drive revenue growth by identifying, upselling and cross-selling LinkedIn's Talent Solutions products and services, and renewing existing contracts
• Consult with clients on how to leverage LinkedIn's data, insights and best practices to optimise their talent acquisition strategies and achieve their hiring objectives
• Collaborate with internal teams such as product, marketing, customer success and operations to provide support and solutions for clients
• Represent LinkedIn as a trusted advisor and thought leader in the recruitment industry, sharing insights, trends and best practices at events and meetings
• Asks layered, open-ended questions to understand and clarify customer’s objectives and challenges beyond surface-level detail
• Leads with solutions, not products, when making recommendations aligned with customer objectives
• Drives customer decision making by achieving a shared vision and proactively considering the value propositions that tie all stakeholders together
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
• Proactively mitigates churn risk by adopting a smart, customer-centric approach
• Engages customers throughout to confirm and clarify the value and adapt a strategy when needed to optimize ROI
• Applies business acumen in Account Planning by considering economic, industry and company factors with a customer-centric lens
• 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

Requirements

Basic Qualifications

• 5 + years of applicable sales experience

Preferred Qualifications

• BA/BS degree or equivalent in a related field
• Experience with HR software
• 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

• Collaboration
• Communication
• Forecasting