Account Executive III (R-19940)

The Tier 1 Account Executive II is responsible for selling the Company’s solutions and services to existing clients and developing or expanding business within high value accounts that will have a major impact on the Company’s long-term success. Responsibilities include maintaining and growing the D&B revenue stream through renewal management, win-back, cross-sell, and up-sell of new opportunities. Identify new contacts and deepen relationships with current contacts. Generate new business through identifying new client needs that can be met with a D&B solution 

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

This role is intended for a professional who can apply broad expertise and knowledge

Complete required D&B certifications

Additional duties as assigned

Bachelor's Degree: Required

Master's Degree: Preferred

Years of Relevant Experience: 12-15 years

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 4 – 6 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

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