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 a Sales Representative (Account Director) with a relentless focus on bringing value to our customers within the State and Local Government sector. You will be responsible for helping both existing and new customers effectively engage with our solutions (Hiring & 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 organization 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, sector & subsector, and organizational factors with a Customer-centric lens  Maps all key stakeholders 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, specifically targeting prospective net new agencies and departments as well as cross-sell opportunities within existing customer base.  Practices cross pollinating best practices, and creating sales strategies and partnerships within the government market.  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 (Microsoft Dynamics) and other sales tools in order to manage the sales and buyer cycles.    
