Original listing text, shown exactly as published by the company.
Responsibilities focused on maintaining and growing the D&B revenue stream through renewal
management, win-back, cross-sell, and up-sell of new opportunities. Identify new contacts and deepen
relationships with current contacts. Generate new business through identifying new client needs that can
be met with a D&B solution.
Essential Key Responsibilities
- Fulfill the role of trusted advisor on Dun & Bradstreet solutions through the development of strong,
positive relationships with an established portfolio of clients
- Maintain revenue stream through successful renewal of existing business and expand revenue stream
through needs up-selling and cross-selling
- End-to-end accountability for driving the negotiation, contracting, and approval processes
- Work with Sales Leader to navigate complex deal management and negotiation that may include
alignment of multiple decision makers, products or funding sources
- Perform account planning for assigned accounts, coordinating with internal sales resources to ensure
strategic alignment
- Proactively prospect, identify, qualify and develop a sales pipeline and close business to meet and
exceed annual objectives
- Maintain consistent and accurate data in SFDC to support territory, account planning and forecasting
- Collaborate with Client Success and Marketing to increase retention rates through business reviews and
win-back campaigns
- Enhance relationships and networks with senior internal/external partners
- Use evaluation, judgment, and interpretation to select right course of action; work is done independently
and is reviewed at critical points
- This role is intended for a developing professional
- Complete required D&B certifications
- Additional duties as assigned
Education and Experience
- Education Preferred/Required Years of Relevant Experience
- Bachelor's Degree Required 5 to 8 years
- Master's Degree Preferred
Essential Skills and/or Certifications
- Minimum of five (5) years prior experience in an enterprise level SaaS, consulting or services
sales role
- Impressive track record of closing sales, winning clients, managing client relationships of 25+
accounts and attaining or exceeding annual quota(s)
- Ability to rapidly assess client environments from a business process, organizational and
technological perspective, and effectively prioritize opportunities for growth
- Demonstrable track record in managing complex sales and managing multiple senior
stakeholders
- Highly articulate with excellent business communication (verbal and written) skills and
presentation skills suitable for a global corporate environment
- Exercises judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results. Work is done independently, reviewed upon completion and is consistent with departmental objectives
- Possesses excellent industry-leading sales methodology, salesforce.com, MS-Excel, MSPowerPoint and MS-Word skills
- Show an ownership mindset in everything you do; be a problem solver, be curious and be inspired to take action, be proactive, seek ways to collaborate and connect with people and teams in support of driving success
- Continuous growth mindset, keep learning through social experiences and relationships with stakeholder, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs
- Expected to travel onsite to customers for the interest of business at least 40% of the time
Key Stakeholders
- External Clients, Pre-sales, Client Success, Marketing, Data, Product, Deal Management, Legal, Delivery
and Customer Service Team members
Physical Requirements
- Employees must be able to perform the essential functions of this position satisfactorily. If requested,
reasonable accommodations may be made to enable employees with disabilities to perform the essential
functions.
- Ability to sit, speak and operate telephone and/or computer for long periods of time
- Ability to handle pressure, stressful conditions, and conflict resolution
- Ability to work day, evening and/or weekend hours as needed…
