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 Tier 1 Account Executive III is responsible for selling the Company’s solutions and services to existing clients and developing or expanding business within high value accounts that will have a major impact on the Company’s long-term success. Responsibilities include 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 leading to successful sales outcomes
- Navigate complex deal management and negotiation including alignment of multiple decision makers, products or funding sources
- Perform account planning for assigned accounts, coordinating with internal sales resources to ensure strategic alignment
- Develop and maintain an active pipeline of forecasted sales to meet annual quota 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
- Partner closely with pre-sales support resources to ensure strong/compelling proposals and recommendations are prepared for the client
- This role is intended for a professional who can apply broad expertise and knowledge
- Complete required D&B certifications
- Additional duties as assigned
Education and Experience
- Bachelor's Degree: Required
- Master's Degree: Preferred
- Years of Relevant Experience: 15+
Essential Skills and/or Certifications
- Minimum of 15 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 3 – 5 high-value 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
- Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results; Work is done independently, reviewed at critical milestones and upon completion
- Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment
- 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
Key Stakeholders
- External Clients, Pre-sales, Client Success, Marketing, Data, Product, Deal Management, Legal, Delivery and Customer Service Team members
Benefits We Offer
· Generous paid time off in your first year, increasing with tenure.
· Up to 16 weeks 100% paid parental leave after one year of employment.
· Paid sick time to care for yourself or family members.
· Education assistance and extensive training resources.
· Do Good Program: Paid volunteer days & donation matching.
· Competitive 401k with company matching.
· Health & wellness benefits, including discounted Wellhub membership rates.
· Medical, dental & vision insurance for you, spouse/partner & dependents.
Pay Transparency
Dun & Bradstreet is an equal employment opportunity employer and believes in honesty and transparency in the employment hiring process, including pay transparency. Accordingly, listed on this posting is a good faith reasonable estimate of the salary range and other compensation in the job posting, as of the date of this posting. Actual compensation decisions for base salary and other compensation will be dependent upon a wide range of factors including but not limited to: an individual’s skill sets, experience, qualification, training, education, location, and any other legally permissible factors. Successful applicants will also be eligible for D&B’s generous benefit package, outlined above.
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Accommodations information for applicants with disabilities: Dun & Bradstreet is committed to providing reasonable accommodation to, among others, individuals with disabilities and disabled veterans. If you need an accommodation because of a disability to search and apply for a career opportunity with Dun & Bradstreet, please send an e-mail to AcquisitionT@dnb.com to let us know the nature of your accommodation request and your contact information.