Account Executive III

Summary

Join Dun & Bradstreet as a Tier 2 Account Executive III and contribute to a dynamic, award-winning culture. This role involves selling D&B products and services to new and existing clients, developing and expanding accounts through face-to-face sales, and maintaining and growing the revenue stream through renewals, win-backs, cross-selling, and up-selling. You will be responsible for identifying new contacts, deepening relationships with current contacts, and generating new business by identifying client needs that can be met with D&B solutions. This position requires a minimum of 12 years of experience in enterprise-level SaaS, consulting, or services sales, a proven track record of closing sales, and strong communication and presentation skills. D&B offers a competitive salary, generous benefits, and opportunities for professional development.

Requirements

• Bachelor's Degree (Required)
• 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 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

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
• 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

Benefits

• 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