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　　Join us to transform the way the world works.

　　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 Account Director to join our team as a trusted advisor with a relentless focus on bringing value to our customers within Enterprise sector. You will be responsible for helping our customers effectively engage with our solutions (Talent, 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 Customer’s business 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 

　　Shifts communication style and content to fit the needs of different stakeholders 

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

　　Sells with Integrity 

　　Drives customer 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 commercial agreements  

　　Uses data and insights to support investment recommendations or overcome customer objections  

　　Proactively mitigates churn risk by adopting a smart, customer-centric approach 

　　Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI 

　　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 

　　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 

　　Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles 

　　Basic Qualifications:  

　　6+ years of relationship building sales experience 

　　Business level of fluency in both verbal and written Japanese and English

　　Preferred Qualifications:

　　Experience working with C-level customers for solution sales

　　Experience with HR software 

　　BA/BS degree or equivalent in a related field 

　　Experience with SaaS opportunities and Salesforce.com platform 

　　Experience selling IT solutions 

　　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 

　　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 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 

　　Suggested Skills:

　　Interpersonal skills

　　Multiple Stakeholder Management skills

　　Communication skills

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