Industry Practice Lead, Hi-Tech/Telecom (R-19288)

As an Industry Practice Lead at Dun & Bradstreet, you will play a pivotal role in the sales cycle by building credibility and trust with prospective Telecom and High Tech clients around Dun & Bradstreet’s data and analytics solutions. Your primary responsibility is to align our products and services with client needs across connectivity and communications service providers, network infrastructure and equipment, device manufacturers, semiconductors, software/SaaS, cloud platforms, and IT services—offering a tailored solution architecture that leverages our existing and future capabilities to solve critical business challenges (e.g., customer acquisition and retention, B2B prospecting, partner and supplier risk, credit and collections, fraud and identity, and third-party due diligence).

 

Additionally, you will be involved in the creation of new product offerings, developing compelling value propositions, and gathering market feedback to continuously improve our solutions for these segments. In this role, you will collaborate closely with internal teams—across product, data and analytics, partnerships, advisory, and customer success—to ensure Dun & Bradstreet’s solutions address the evolving challenges of Telecom and High Tech markets, including rapid product and pricing cycles, complex channel ecosystems, global supply chains, and heightened regulatory and security expectations.

As a customer advisor, partner with Sales and Product teams to qualify Telecom and High Tech opportunities and develop tailored solutions, acting as the primary technical advisor and advocate for Dun & Bradstreet’s product suite—mapping D&B data, identity, and analytics to target account selection, channel/partner intelligence, enterprise selling motions, and supplier/third-party risk programs.

As a trusted advisor, guide Telecom and High Tech clients through the sales process, providing thought leadership, technical support, and best practices for integrating Dun & Bradstreet solutions into common platforms and workflows (e.g., CRM and marketing automation, IAM and fraud stacks, procurement and vendor management, KYC/KYB, and GRC tools).

Using market insights, share Telecom and High Tech domain knowledge across the organization— educating internal teams on how to identify and capitalize on sales opportunities through advanced use cases such as B2B demand generation, enterprise account-based marketing, channel partner intelligence, and third-party risk monitoring. 

Provide training for Relationship Managers, Sales Representatives, and Customer Success teams on Telecom and High Tech buying centers, industry terminology, and emerging trends (e.g., 5G/edge, network modernization, cloud migration, AI adoption, cybersecurity, semiconductor supply constraints), and on positioning Dun & Bradstreet solutions against industry-specific pain points. 

Act as a mentor and subject matter expert to product consultants and sales professionals, creating high-quality Telecom and High Tech materials (e.g., industry POVs, playbooks, talk tracks, demo storyboards, and case-study narratives) to support client engagements.

Serve as a thought leader by participating in Telecom and High Tech industry forums, publishing articles and white papers, and presenting at events, webinars, and workshops—highlighting measurable outcomes for go-to-market, risk, compliance, and fraud programs.

Build and maintain relationships with Telecom and High Tech industry associations, standards bodies, partners, and thought leaders—positioning Dun & Bradstreet as a trusted leader in data, identity, and analytics solutions for connectivity and technology ecosystems.

Stay current on Telecom and High Tech trends, regulatory changes, and competitive landscapes to identify opportunities for new product development or enhancements—tracking topics such as communications regulation, privacy, export controls, data residency, cybersecurity requirements, and third-party risk expectations.

Collaborate with the product development team to translate Telecom and High Tech market feedback into actionable product improvements, ensuring that Dun & Bradstreet’s solutions remain competitive and relevant for fast-moving product, partner, and services ecosystems.

Provide the business rationale for new Telecom and High Tech product initiatives, backed by market insights, customer feedback, and quantified impact (e.g., pipeline lift, improved win rates, reduced onboarding time, lower fraud loss, and improved third-party risk coverage).

Bachelor's Degree Required, Master's Degree Preferred

Upwards of 15+ years prior experience in an enterprise-level SaaS, consulting, or services sales role, with demonstrated success supporting Telecom and/or High Tech clients (e.g., communications service providers, network/equipment vendors, OEMs, semiconductors, cloud/SaaS, cybersecurity, and IT services) and strong expertise in data and analytics solutions and related technologies

Ability to rapidly assess client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth

Demonstrable track record in strategic planning, innovation and strong operational execution.

Exercises wide latitude, independent judgement in determining objectives and approaches to critical assignments; Accountable for results, which may impact the entire function

Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment

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

Proven ability to serve as a solution architect and trusted advisor to Telecom and High Tech stakeholders across Sales, Marketing, Finance, Risk/Compliance, Security, and Procurement.

Experience in sales enablement and working with cross-functional teams to align solutions with client needs.

Knowledge of Telecom and High Tech market trends and the ability to translate these into product requirements and innovations (e.g., 5G/edge, cloud and AI, cybersecurity, digital identity, and evolving third-party ecosystems).

Understanding of Telecom and High Tech go-to-market models, including indirect/channel sales, alliances/partners, and global supplier ecosystems, with experience applying data to improve partner selection, onboarding, compliance, and ongoing monitoring.

Willing to travel beyond city limits for the interest of business