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 Account Director to join our team as a trusted advisor with a relentless focus on bringing value to our existing customers within the Staffing industry across the Hong Kong and Taiwan market. You will be responsible for helping our clients be successful in their talent strategies through conducting Executive-level commercial discussions related to the renewal and expansion of LinkedIn Talent Solutions (including LinkedIn Learning). To ensure our customers generate the highest return on their investment, you will ensure that the solutions are being utilized effectively and, ultimately, will provide compelling recommendations for additional investments and renewals in LinkedIn.
Responsibilities
- Build and maintain strong relationships with recruitment agency owners, senior decision makers and influencers within recruitment agencies, understanding their business goals, challenges and opportunities
- Drive revenue growth by identifying, upselling and cross-selling LinkedIn's Talent Solutions products and services, and renewing existing contracts
- Consult with clients on how to leverage LinkedIn's data, insights and best practices to optimize their talent acquisition strategies and achieve their hiring objectives
- Collaborate with internal teams such as product, marketing, customer success and operations to provide support and solutions for clients
- Represent LinkedIn as a trusted advisor and thought leader in the recruitment industry, sharing insights, trends and best practices at events and meetings
- Asks layered, open-ended questions to understand and clarify customer’s objectives and challenges beyond surface-level detail
- Leads with solutions, not products, when making recommendations aligned with customer objectives
- Drives customer decision making by achieving a shared vision and proactively considering the value propositions that tie all stakeholders together
- Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
- Proactively mitigates churn risk by adopting a smart, customer-centric approach
- Engages customers throughout to confirm and clarify the value and adapt a strategy when needed to optimize ROI
- Applies business acumen in Account Planning by considering economic, industry and company factors with a customer-centric lens
- Disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
- Follows best practices when using CRM and other sales tools to manage the sales and buyer cycles
Basic Qualifications
- 6+ years of experience in a quota-carrying business development/acquisition, agency recruiting, or account management role.
- Business fluency in English and Cantonese/Mandarin required due to market coverage
Preferred Qualifications
- Experience selling HR, talent, or recruitment solutions and/or working in agency recruitment.
- Ability to multi-thread and find new business opportunities within existing accounts
- 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 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
- Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
- Excellent communication, negotiation and forecasting skills
Suggested Skills
- Multi-threading
- Manages to value
- Solution selling
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