Job Information
LinkedIn Enterprise Account Director (State and Local Government Sales) - Talent & Learning in New York, New York
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.
This role will be based in New York City, Chicago, San Francisco or Sunnyvale.
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 an Enterprise Sales Representative (Account Director) with a relentless focus on bringing value to our customers within the State and Local 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 State and Local 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 State and Local 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 State and Local Government and/or Public Sector
Experience working with government procurement and managing to strict budgeting cycles
Ability to multi-thread to align with multiple customer stakeholders
Experience carrying a revenue target with the ability to develop compelling strategies that lead to exceeding sales targets
Demonstrated ability to achieve or exceed sales quota through prospecting, building and developing a pipeline and closing sales with State and Local government customers
Demonstrated ability to maintain a churn rate of less than 5%
Problem-solving skills and adaptability to the rapidly changing requirements of the business
Experience with HR software (ATS, HRIS, LMS) or eLearning
Experience selling HR IT solutions and or HR directed solutions
Demonstrated excellence in selling in a competitive environment and leveraging internal partners and management team as needed
Knowledge of software licensing and contract terms and conditions with the ability to create fair transactions
Demonstrated ability to accurately forecast State and Local Government business
Experienced in territory planning and penetration strategies
Demonstrated ability to find and manage high-level business in an evangelistic sales environment
Ability to gather and use data to inform decision making, persuade others and read prospective buyers
Suggested Skills:
Resiliency
Sales Strategy
Sales Prospecting
Communication Skills
Problem Solving
LinkedIn is committed to fair and equitable compensation practices.
The pay range for this role is $203,000 to $310,000 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 .
Equal Opportunity Statement
LinkedIn is committed to diversity in its workforce and is proud to be an equal opportunity employer. LinkedIn considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. LinkedIn is an Affirmative Action and Equal Opportunity Employer as described in our equal opportunity statement here: EEO Statement_2020 - Signed.pdf (https://microsoft.sharepoint.com/:b:/t/LinkedInGCI/EeE8sk7CTIdFmEp9ONzFOTEBM62TPrWLMHs4J1C_QxVTbg?e=xcELJV) .
Please reference the following information for more information: https://legal.linkedin.com/content/dam/legal/LinkedIn_EEO_Statement_2020.pdf .
Please reference the following information for more information: https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf and
https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf for more information.
LinkedIn is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful.
If you need a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us at accommodations@linkedin.com and describe the specific accommodation requested for a disability-related limitation.
Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to:
Documents in alternate formats or read aloud to you
Having interviews in an accessible location
Being accompanied by a service dog
Having a sign language interpreter present for the interview
A request for an accommodation will be responded to within three business days. However, non-disability related requests, such as following up on an application, will not receive a response.
LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information.
San Francisco Fair Chance Ordinance
Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records.
Pay Transparency Policy Statement
As a federal contractor, LinkedIn follows the Pay Transparency and non-discrimination provisions described at this link: https://lnkd.in/paytransparency.
Global Data Privacy Notice for Job Candidates
Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.
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