Account Executive III

Summary

Join Dun & Bradstreet as a Tier 2 Account Executive III and sell company products and services to new and existing clients, primarily through face-to-face sales. Maintain and grow the D&B revenue stream through renewal management, win-back, cross-sell, and up-sell. Develop strong client relationships and act as a trusted advisor. Drive negotiation, contracting, and approval processes, working with the Sales Leader on complex deals. Perform account planning and proactively prospect for new business. Maintain accurate data in SFDC and collaborate with other teams to increase retention. This role requires extensive experience and specific skills in enterprise SaaS sales.

Requirements

• Years of Relevant Experience: 12 to 15
• 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
• Complete required D&B certifications
• Additional duties as assigned

Preferred Qualifications

Master's Degree: Preferred

Benefits

• $93,300 - $156,700 a year
• This role is commission eligible