Account Executive III

Dun & Bradstreet
Summary
Join Dun & Bradstreet as a Tier 1 Account Executive III and sell company solutions and services to existing clients, developing or expanding business within high-value accounts. Maintain and grow the D&B revenue stream through renewal management, win-back, cross-sell, and up-sell. Identify new contacts, deepen relationships with current contacts, and generate new business by identifying new client needs. Act as a trusted advisor on Dun & Bradstreet solutions, driving negotiation, contracting, and approval processes for successful sales outcomes. Perform account planning, collaborate with internal resources, and maintain accurate data in SFDC. This role requires a minimum of 15 years of experience in enterprise-level SaaS, consulting, or services sales.
Requirements
- Bachelor's Degree
- 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 β 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
- Years of Relevant Experience: 15+
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
- Complete required D&B certifications
- Additional duties as assigned
Preferred Qualifications
Master's Degree
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