Account Executive

September 11

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Dun & Bradstreet

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Leading global provider of business decisioning data and analytics, enabling companies to improve business performance.

Finance • Credit & Risk • Marketing & Sales • Data Management & Analytics • Supply Management

5001 - 10000

Description

• Fulfill the role of trusted advisor on Dun & Bradstreet solutions through the development of strong, positive relationships with clients Maintain and grow revenue stream through successful renewal of existing business • New account development and/or expanding existing accounts through cross-sell and up-sell of new opportunities within an established portfolio of mid-market and enterprise clients • End-to-end accountability for driving the negotiation, contracting, and approval processes 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 • Network with key contacts outside own area of expertise; adapt style and uses persuasion in delivering messages that relate to the wider firm business; frequently advises others on complex matters • Exercise judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results; work is reviewed upon completion and is consistent with departmental objectives • This role is intended for a professional who has wide-ranging experience • Additional duties as assigned.

Requirements

• Minimum of 12 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, strategic 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 independent judgment in methods, techniques and evaluation criteria for obtaining results; Work is done independently, reviewed at critical milestones and upon completion • Possesses excellent industry-leading sales methodology, salesforce.com, MS-Excel, MSPowerPoint and MS-Word skills • Willing to travel beyond city limits for the interest of business