Mid-Market Account Director, Government

This role will be basked in San Francisco Sunnyvale Chicago or Omaha.

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 and Local Government sector. You will be responsible for helping both existing and new customers effectively engage withoursolutions (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 Customers business and prepares thoughtful questions and insights in advance of customer meetings 

• Asks layered open-ended questions to understand and clarify Customers objectives and challenges beyond surface-leveldetail 

• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customersorganization 

• Shifts communication style and content to fit the needs of differentstakeholders 

• Leads with Solutions not products when making recommendations aligned to Customer objectives 

• Sells withIntegrity 

• Drivescustomer 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 commercialagreements 

• Uses data and insights to support investment recommendations or overcome customerobjections 

• Proactively mitigates churn risk by adopting a smart customer-centricapproach 

• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimizeROI

• Drives Customer growth by proactively identifying opportunities to deliver greater customervalue 

• Applies business acumen in Account Planning by considering economic industry and company factors with aCustomer-centric lens 

• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreachstrategy 

• Agrees to joint accountability with colleagues and cross-functional teams for optimal customersuccess 

• Ability to develop territory penetrationstrategies 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. 

• Practiceshumility 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 andpresence 

• Follows best practices when using CRM (Microsoft Dynamics) and other sales toolsin order tomanage the sales and buyer cycles. 

Qualifications :

Basic Qualifications: 

• 4 years of applicable sales experience 

Preferred Qualifications: 

• Demonstrated success as aself-starter 

• Problem-solving skills and adaptability to therapidly-changingrequirements of the business 

• A collaborative team player with excellent listening discovery presentationandnegotiation skills 

• Achieve or exceed sales quota through prospectingbuildingand developing a pipeline and closing sales with State & Local government customers. 

• Experience in sellingeLearning And/Or Hiring SaaS software 

• Experience selling IT solutions and or HR directedsolutions 

• Knowledge of software contract terms and conditions with the ability to create fairtransactions 

• Strong negotiation and accurate forecasting skills 

• Experience carrying a revenue target with the ability to develop compelling strategies that deliverresults 

• Experienced in territory planning and penetrationstrategies 

• Ability to gather and use data to inform decision making and persuadeothers to action by turning the data into actionable insights 

• Ability to assess business opportunities and read prospectivebuyers 

• Ability to orchestrate the closure of business with an accurate understanding of prospectneeds 

• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirectcompetitors 

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

LinkedIn is committed to fair and equitable compensation practices.  

The pay range for this role is $131000 to $188000 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  Information :

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We seek candidates with a wide range of perspectives and backgrounds and we are 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.

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• Having a sign language interpreter present for the interview

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No

Employment Type :

Full-time