Large Enterprise Account Director - Academic, Talent Solutions

LinkedIn•New York, NY

1d•$212,000 - $324,000•Hybrid

About The Position

We are looking for a Large Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Academic 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.

Requirements

8+ years of applicable sales experience

Nice To Haves

Experience with HR software
Experience in sales with the Academic sector
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

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