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Dun & Bradstreet

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Senior Director, Analytics Advisory Services (R-19944)

Florham Park - New Jersey - United StatesHybrid

AI Summary

Leads a team of 5-7 Analytics Advisors to sell Dun & Bradstreet's analytic and AI solutions, coaching them through the sales cycle and driving revenue growth across existing and new accounts.

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. Since 1841, 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 Analytics Advisory leader is a vital role in the sales process who oversees approx.. 5-7 Analytics Advisors working in conjunction with the broader D&B sales team to drive analytic revenue within existing customers and new logo prospects. Focused on coaching, mentoring and helping their team drive Analytics and D&B.AI sales all the way from Discovery through Proof stages of the sales cycle, the Analytics Advisory leader helps his analytics advisors to build the “value story” and maximize customer success.

The Analytics Advisory leader is responsible for working closely with their team to gain a deep understanding of the customers’ business challenges, determining where Dun & Bradstreet’s Analytic and AI solutions can provide value, proposing the best solution(s) to meet customer needs and creating a compelling business case to close on the analytics sales opportunity.

This role will be managing 5-7 analytics advisors supporting a book of ~$30M-$50M in Analytics/AI sales across regional, national and/or global accounts.

Essential Responsibilities:

  • Coach, mentor and lead 5-7 Analytics Advisory team to drive meaningful customer value and sustained YOY sales growth selling Dun & Bradstreet’s Analytic solutions to customers and prospect.
  • Work closely with the team to drive new analytic and AI business through demand creation, opportunity qualification, solution identification and value enablement.
  • Actively identify, prospect and develop new business opportunities within a relatively small number of existing and new accounts (heavy up-sell / cross-sell responsibilities.
  • Conduct business based conversations to identify stakeholders, business process, KPI”s and critical success factors around an opportunit.
  • Establish strong relationships with C-level and senior executives of clients and prospects within all functional areas of the business with the objective of driving greater value and business impact of our analytic and AI solution.
  • Achieve aggressive sales targets within the fast growing analytics marketplace.
  • Leverage use cases, best practices, and application knowledge to develop thorough ROI analyses for client.
  • Participate in Account Planning, Business Reviews & Quarterly Solution Reviews as required
    Serve as a customer advocate to influence innovation roadmap and customer support initiatives.
  • Evangelize Dun & Bradstreet’s analytic and AI solutions to customers, internal partners, and the marketplace.
  • Participate in industry and company sponsored events and panels to further demonstrate thought leadership of D&B within this space.

    • Skills Needed:

    Prior Work Experience -

  • Demonstrated deep expertise and knowledge in the business application of analytics across various disciplines (risk, marketing, supply, etc.)

  • Strong analytic skills – model usage and validation, data analysis and strategy design.

  • Experience with R, SPSS, PL/SQL, Hadoop, Python, Visualization tools preferred.

  • Experience with Databricks, Google Vertex or Claude code preferred.

  • 7+ years of successful sales in a consultative/solution oriented team based selling environment with demonstrated customer facing experience, preferably in a selling analytic solutions to solve business.

  • 7+ years of Proven success with driving new and existing large dollar engagements in highly complex environment.

  • Ability to identify new opportunities with existing customers (many of whom already buy multiple D&B solutions).

  • Ability to manage and report on opportunities throughout the various stages with in the sales pipeline.

    • Qualitative Skills -

  • Results oriented, self-starter who is able to effectively influence across multiple role levels, drive priorities and own outcomes in a matrixed environment.

  • Ability to problem solve and clearly communicate alternative solutions that map to our core analytics assets and solve the customers’ business needs.

  • Proven track-record of success in a team selling environment.

  • Demonstrated ability to gain deep understanding of customers goals and objectives and in turn develop and carry vision through the organization.

  • Ability to provide clear, precise and effective communication in written and verbal format to both internal and external audiences.

  • Strong communication, interpersonal, planning and problem-solving skills.

    • Location and Travel -

  • Approximately 25% domestic travel.

    • Skills

    AI SolutionsAnalyticsBusiness IntelligenceClaudeData AnalysisDatabricksGoogle VertexHadoopPL/SQLPythonRROI AnalysisSales Pipeline ManagementSPSS

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