Account Director

Account DirectorClient is the world's largest professional network, built to help members of all backgrounds and experiences achieve more in their careers. Our vision is to create economic opportunity for every member of the global workforce. Every day our members use our products to make connections, discover opportunities, build skills, and gain insights. We believe amazing things happen when we work together in an environment where everyone feels a true sense of belonging, and that what matters most in a candidate is having the skills needed to succeed. Join us to challenge yourself with work that matters. At Client, 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 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 business and prepares thoughtful questions and insights in advance of customer meetingsAsks layered, open-ended questions to understand and clarify Customer's objectives and challenges beyond surface-level detailBuilds relationships with multiple stakeholders (vertically and horizontally) across the Customer's organizationShifts communication style and content to fit the needs of different stakeholdersLeads with Solutions, not products, when making recommendations aligned to Customer objectivesSells with IntegrityDrives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders togetherThinks commercially and applies business acumen when crafting & negotiating commercial agreementsUses data and insights to support investment recommendations or overcome customer objectionsProactively mitigates churn risk by adopting a smart, customer-centric approachEngages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROIDrives Customer growth by proactively identifying opportunities to deliver greater customer valueApplies business acumen in Account Planning by considering economic, industry, and company factors with a Customer-centric lensMaps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategyAgrees to joint accountability with colleagues and cross-functional teams for optimal customer successAbility 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 unknownIs disciplined in Territory and Account Planning, Forecasting, and Quota AttainmentExecute executive level sales including executive presentations and presenceFollows best practices when using CRM (Microsoft Dynamics) and other sales tools in order to manage the sales and buyer cycles.Basic Qualifications:4+ years of applicable sales experiencePreferred Qualifications:Demonstrated success as a self-starterProblem-solving skills and adaptability to the rapidly-changing requirements of the businessA collaborative team player with excellent listening, discovery, presentation and negotiation skillsAchieve or exceed sales quota through prospecting, building and developing a pipeline and closing sales with State & Local government customers.Experience in selling eLearning And/Or Hiring SaaS softwareExperience selling IT solutions and or HR directed solutionsKnowledge of software contract terms and conditions with the ability to create fair transactionsStrong negotiation and accurate forecasting skillsExperience carrying a revenue target with the ability to develop compelling strategies that deliver resultsExperienced in territory planning and penetration strategiesAbility to gather and use data to inform decision making and persuade others to action by turning the data into actionable insightsAbility to assess business opportunities and read prospective buyersAbility to orchestrate the closure of business with an accurate understanding of prospect needsAbility to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitorsSuggested Skills:Resiliency & Growth MindsetSales Strategy, including Sales ProspectingPlanning & PrioritizationEffective Time ManagementSales Discovery, Objection-Handling, Value/ROI Demonstration, Negotiation, and Sales Closing