Area Vice President, Alliance Sales (R-19867)

About the role

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.

Responsibilities

• Participate with senior management to establish strategic plans and objectives.
• Interact with senior management, executives, and/or major customers and partners, frequently negotiating matters of significance to the organization; reconcile multiple stakeholder views to drive business results.
• Lead a highly skilled team of Account Managers that own driving year-over-year sales growth in alignment with the Business Unit’s goals and strategies.
• Leverage deep knowledge and experience within vertical space to identify areas of future growth and develop plan to execute.
• Lead the Account Executives and sales support team members through quarterly detailed account planning process for each account; evaluate the aggressiveness of the account plans and pressure-test their feasibility.
• Set annual sales targets and manage an ongoing process for tracking sales; communicate targets and results upwards as part of process for building an accurate representation of business performance to senior leadership.
• Actively measure and evaluate the performance of Account Managers, measuring against clearly identified benchmark guidelines; ensure that the performance of all key metrics in Salesforce.com is properly measured.
• Provide coaching and leadership to the team through participation in sales calls in varying stages of the sales process; develop career plans for each Account Manager and identify areas of exposure and growth to help them achieve their career plan aspirations.
• Work with team to expand relationships with C-level and senior members of clients to develop more meaningful customer relationships offering greater value.
• Partner with Business Partners to attract, recruit, build and develop a team of top performing sales professionals; handle all HR related topics for direct reports.
• Additional duties as assigned.

Requirements

• Bachelor’s Degree required.
• 10 to 12 years of relevant experience.
• Master’s Degree preferred.
• Combined selling and sales leadership experience of 10+ years in the SaaS, Technology or Data & Analytics industry.
• Demonstration of original thought in business plan development and history of successful execution against those plans.
• Proven success with driving new and existing multimillion-dollar engagements in a high complex, changing environment to ensure achievement of objectives and significant customer value.
• Demonstrated ability to manage a team in a manner that instills a strong belief in achieving goals, focuses on preparedness and creates a passion for winning and personal development / growth.
• Ability to rapidly assess client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth.
• Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment.
• Willing to travel beyond city limits for the interest of business.
• 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.

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.