At LinkedIn, our approach to adaptable work is centred 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 a Senior Account Executive to join our team as a trusted adviser with a relentless focus on bringing value to our customers. You will be responsible for helping our customers within our Corporate division, effectively engage with our Talent and Learning solutions. 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
Research Customer's business and prepare thoughtful questions and insights in advance of 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 organisation
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 and 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 adapt a strategy when needed to optimise 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 to manage the Sales and Buyer cycles
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
Experience selling IT solutions
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