Large Enterprise Account Director (Federal Government Sales) - Talent & Learning

Company DescriptionLinkedIn 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 DescriptionThis role will be based in Toronto.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 Sales Representative (Account Director) with a relentless focus on bringing value to our customers within the Federal 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 Federal 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 Federal 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 QualificationsBasic Qualifications: 8+ years of applicable sales experience   Preferred Qualifications: Experience working with the Federal Government and/or Public SectorExperience with government procurement and managing strict budgeting cyclesAbility to build relationships and align with multiple customer stakeholdersProven ability to carry a revenue target and develop strategies that lead to exceeding sales goalsDemonstrated success in achieving or surpassing sales quotas through prospecting, pipeline development, and closing deals with Federal government customersAbility to maintain a churn rate of less than 5%Strong problem-solving skills and adaptability to rapidly changing business requirementsFamiliarity with HR software (ATS, HRIS, LMS) or eLearning platformsBackground in selling HR IT solutions or HR-focused offeringsDemonstrated success in competitive sales environments and ability to leverage internal resources effectivelyKnowledge of software licensing and contract terms with the ability to structure fair transactionsAbility to accurately forecast Federal Government businessProven ability to develop and execute territory planning and penetration strategiesAbility to identify and manage high-level business opportunities in an evangelistic sales environmentSkilled in gathering and using data to inform decisions, influence stakeholders, and understand prospective buyersSuggested Skills:Resiliency Sales Strategy Sales Prospecting Communication Skills Problem Solving We may record and transcribe interviews for this role with AI assisted technology. Candidates will be notified in advance and given the opportunity to opt out of the interview recording. Your decision to participate or decline will not impact your eligibility for hire. To learn more about LinkedIn's use of interview intelligence technologies, please visit our candidate portal: https://www.linkedin.com/legal/candidate-portalAdditional InformationGlobal 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.