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Dun & Bradstreet

Posted 1 month ago

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Account Executive I, Tier 2 UMO Vertical, East (R-19438)

Remote - United StatesRemote

AI Summary

Account Executive I, Tier 2 UMO Vertical, East — develops and expands business by selling D&B products and services, managing renewals, upsell/cross-sell, and owning end-to-end deal execution.

About this role

Shape the Future with Dun & Bradstreet
At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. For over 180 years, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers.

The Tier 2 Account Executive I is responsible for selling the Company’s products and services to new
and/or existing clients and developing or expanding accounts primarily through face-to-face sales.
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
  • Ability to travel by any form of transportation
  • Expected travel at least 40

    • Skills

    Consulting SalesCRMD&B SolutionsEnterprise SalesMS ExcelMS PowerPointMS WordSaaSSalesforceSalesforce.com

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