lavori da Director in località United States

Company Description
The world’s largest professional network, LinkedIn, aims to create economic opportunity for every member of the global workforce. Our products help people make connections, discover opportunities, build skills, and gain insights daily. We are committed to growing our employees and fostering a culture built on trust, care, inclusion, and fun where everyone can succeed.

Job Description
LinkedIn supports a flexible work approach centered on trust, culture, clarity, and evolving business needs. The work location for this role is hybrid, performed from home and at a LinkedIn office on select days as determined by the team.

We are looking for a Talent Account Director to join our team as a trusted adviser focused on delivering value to customers in the Mid-Market & SMB sector in Thailand & Vietnam, our fastest growing markets in the region. The Account Director will grow the book of business by renewing subscriptions, cross-selling, and upselling within assigned accounts. You will help clients be successful in their talent strategies through our Talent & Learning solutions. This is a strategic sales role involving understanding complex client organizations and collaboration with internal cross-functional partners.

• Understand business priorities and customer needs: prepare for key customer moments with deep understanding of the customer’s business through discovery, questions, and research (e.g., annual reports, articles, insights).
• Ask layered, open-ended questions to understand objectives and challenges beyond surface detail.
• Drive customer and revenue growth within the assigned book of business by proactively identifying opportunities to deliver greater value and ROI.
• Manage a book of business of 120+ clients, identify growth accounts/patch, and prioritize upsell and cross-sell in identified accounts/patch.

• Multi-threading: open doors and build relationships with multiple stakeholders (CHRO, business leaders, CTO/CIO, AI leaders, etc.) across the customer’s organization.
• Manage different personas and stakeholders by varying communication style and content.
• Stakeholder mapping to identify decision makers, process owners (e.g., IT, Procurement) and influencers; reach out to multiple stakeholder groups.

• Solution/value-selling: motivated to achieve quarterly targets and KPIs; lead with solutions aligned to customer objectives.
• Drive customer decision making by achieving a shared vision and considering value propositions that tie stakeholders together.
• Think commercially and apply business acumen in crafting and negotiating commercial agreements.
• Use data and insights to support investment recommendations or overcome objections.
• Engage with the customer throughout the deal cycle and post-deal to confirm value and adapt strategy to optimize ROI.

• Operational rigor and collaboration: mitigate churn risk with a customer-centric approach.
• Apply business acumen in Account Planning considering economic, industry, and company factors with a customer-centric lens.
• Agree to joint accountability with colleagues and cross-functional teams for optimal customer success.
• Discipline in Territory and Account Planning, Forecasting, and Quota Attainment.
• Follow best practices when using CRM and other Sales tools to manage Sales and Buyer cycles.
• Minimum 25% travel requirement (1 week per month), which may be revisited based on business needs.
• Practice humility and ask for help from colleagues when faced with a challenge or unknown.

Basic Qualifications:

• 3+ years of applicable quota-carrying and/or consulting experience
• Fluency in English and Thai language required due to local market needs

Preferred Qualifications:

• Business proficiency in both verbal and written Vietnamese is preferred
• Experience with HR software / SaaS / solution selling
• 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 new 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 management team members using competitive selling against competitors
• Knowledge of software contract terms and the ability to create fair transactions
• Strong negotiation and accurate forecasting skills
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
• Excellent communication, negotiation and forecasting skills
• BA/BS degree or equivalent in a related field

• Solution Selling
• Multi-threading
• Influencing CxO stakeholders
• Negotiating and managing contracts
• Collaborating with cross-functional partners
• Leading with insights

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