Account Executive II, Tier 2 UMO Vertical, East Coast (R-19933)

The Tier 2 Account Executive II 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.

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 fully qualified, experienced professional

Complete required D&B certifications

Additional duties as assigned

Years of Relevant Experience: 8-12 years
Bachelor's Degree: Required
Master's Degree: Preferred

Minimum of eight (8) 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, MS-PowerPoint 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

External Clients, Pre-sales, Client Success, Marketing, Data, Product, Deal Management, Legal, Delivery and Customer Service Team members

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 (if yes, please specify estimated percent below)

Expected travel at least 40%