Company Description
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.
Job Description
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 an Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Enterprise sector in Indonesia, one of the fastest growing markets across the region. You will be responsible for helping our clients be successful in their talent strategies through our Talent & Learning solutions. This is a strategic sales role that involves understanding complex client organizations and working with a team of internal cross functional partners.
Responsibilities:
Understand business priorities and customer needs:
- Prepares & delivers key customer moments and meetings with deep understanding of customer’s business through deep discovery, thoughtful questions and research such as annual reports, articles and insights.
- Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail.
- Drives Customer growth by proactively identifying opportunities to deliver greater customer value and showcase ROI
Multi-threading:
- Open doors for and builds relationships with multiple stakeholders (vertically and horizontally) – CHRO, business leaders, CTO, CIO, AI leaders etc. across the Customer’s organization.
- Ability to manage different personas and stakeholders by varying communication style and content.
- Stakeholder mapping to identify decision makers, process owners (example, IT team, Procurement etc.) and influencers and ability to reach out to multiple stakeholder groups
Solution/ value selling:
- Leads with Solutions, not products, when making recommendations aligned to 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 commercial agreements.
- Uses data and insights to support investment recommendations or overcome customer objections.
- Engages customers throughout the deal cycle and post to confirm and clarify value and adapts strategy when needed to optimize ROI.
Operational rigor and collaboration:
- Proactively mitigates churn risk by adopting a smart, customer-centric approach.
- Applies business acumen in Account Planning by considering economic, industry, and company factors with a customer-centric lens.
- Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success.
- Is 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.
- Minimum 25% travel requirement (1 week per month), which may be revisited based on business requirements
- Practices humility and asks for help from colleagues when faced with a challenge or unknown.
Qualifications
Basic Qualifications
- 6+ years of applicable quota-carrying and/or consulting experience
- Experience with HR software / SaaS / solution selling experience
- Prior experience selling into the Indonesian businesses
- Fluency in business English and Bahasa Indonesia
Preferred Qualifications
- Demonstrated ability to find and manage high-level business in an evangelistic sale 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 members of the company management team using competitive selling to position company products against direct and indirect competitors.
- Knowledge of software contract terms and conditions with 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
Suggested Skills
- Solution Selling
- Multi-threading
- Stakeholder Management
- Negotiating and managing contracts
- Cross-function Collaboration
- Leading with insights
Additional Information
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.
