Account Executive I, Tier 2 TMT Vertical (R-19586)

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. For over 180 years, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas.

About the role

The Tier 2 Account Executive I is responsible for selling the Company’s products and services to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales. Responsibilities focus on maintaining and growing the D&B revenue stream through renewal management, win-back, cross-sell, and up-sell of new opportunities.

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
• Expected to travel onsite to customers for the interest of business at least 40% of the time

Requirements

• Bachelor's Degree (Required)
• 5 to 8 years of relevant experience (Required)
• Master's Degree (Preferred)
• Minimum of five (5) 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
• 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 stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs

Key Stakeholders

• External Clients
• Pre-sales
• Client Success
• Marketing
• Data
• Product
• Deal Management
• Legal
• Delivery and Customer Service Team members

Physical Requirements

• Ability to sit, speak and operate telephone and/or computer for long periods of time
• Ability to handle pressure, stressful conditions, and conflict resolution
• Ability to work day, evening and/or weekend hours as needed
• Ability to travel by any form of transportation
• Expected travel at least 40% of the time

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

Pay

Dun & Bradstreet is committed to pay transparency. The salary range and other compensation for this role will be determined based on factors including, but not limited to, an individual’s skill sets, experience, qualifications, training, education, location, and other legally permissible factors. Successful applicants will also be eligible for D&B’s generous benefit package, outlined above.