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Dun & Bradstreet

Posted 2 months ago

Open

Senior Solution Sales Manager m/f/d (R-19497)

Frankfurt - GermanyHybrid

AI Summary

Senior Solution Sales Manager who acts as a trusted advisor, drives new and cross/upsell business, runs client demonstrations, and partners with frontline sales to interpret client needs and position Dun & Bradstreet solutions.

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 Solution Sales function is responsible for driving growth in specific lines of business. Interpreting and defining client needs in order to align the client’s objectives and requirements with Dun & Bradstreet’s products’ capabilities and value.
In this role, you will work in partnership with the Relationship Manager and Client Success team, act as a senior specialist in our product offerings, supporting the Relationship Manager by conducting live product demonstrations via web-based meetings, in-person meetings, and through providing collateral to support driving Cross Sell, Upsell and New Business.

Key Responsibilities:

  • Fulfill the role of trusted advisor on Dun & Bradstreet solutions through strategic conversations to understand organizational business objectives and goals.
  • Working in conjunction with a frontline sales team, actively manage the evaluation stage of the sales process and serve as the technical advisor for Dun & Bradstreet’s product suite.
  • Assist with client facing demonstrations by clearly articulating underlying methodologies, while providing guidance on how the product functionality helps to improve organizational efficiencies.
  • Actively participate in account planning for assigned accounts, provide industry trends and assist with client/market segmentation of Dun & Bradstreet’s products.
  • Capture solution insights based on competitive analysis and client meetings; share insights with internal product teams during product design and development cycles.
  • Mapping out of customer use case journeys, identifying pain points, and proposing solutions by conducting product demonstrations, workshops, and POCs to showcase the capabilities and value of our solutions.
  • Be a respected subject matter expert for assigned solution(s); discuss product strategy and roadmaps in the context of market and technology trends.
  • Demonstrate product capabilities, overcome client objections and create a client specific buying vision.
  • Maintain and grow revenue stream through successful interpreting and defining client needs to align the client’s objectives and business requirements with Dun & Bradstreet’s products’ capabilities and value.
  • Support sellers in effectively packaging, pricing and presenting solutions to clients including return on investment.
  • Maintain consistent and accurate data in relevant CRM software (e.g. SFDC) and other sales tools to support territory, account planning and forecasting.
  • Ensure compliance with all business initiatives.
  • Serve as a thought leader in the industry, staying up-to-date with market trends, competitors, and emerging technologies.
  • Attend industry events, conferences, and trade shows to network and promote D&B's offerings.

    • Essential Skills:

  • Minimum of five (5) years prior experience in customer facing Field sales role selling new solutions to clients and generating significant revenue growth.
  • Customer centric with a proactive attitude to tackle problems and deliver solutions for great customer experience at scale for large companies during the whole customer journey
  • Getting information on client’s decision criteria and executing tailored activities to meet them
  • Experienced communicator when managing customers at different organisational levels.
  • High aptitude to stay current and train on related technology areas
  • Adept at providing technical solutions based on clients’ needs per the practice area
  • Proficiency in CRM software (e.g., SFDC) and Microsoft Office Suite skills
  • Compliance with industry professional certifications is required when selling specific regulated financial or data products
  • Able and willing to mentor and support other members of the team
  • 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 stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
  • Fluency in German and English

    • Skills

    Account PlanningCompetitive AnalysisCRMCustomer DemonstrationsMicrosoft Office SuiteProduct DemonstrationsSFDCSolution Selling

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