Job Description

The Public Sector Job Family is responsible for selling the Company’s products and services to existing clients and developing or expanding business within the Local and Federal Governments that are of significant strategic importance to the Company and will have a major impact on the Company’s long-term success. Maintain and grow the revenue stream through renewal management, win-back, cross-sell, up-sell of new opportunities. Identify new contacts and deepen relationships with current contacts. Generate new business through new client identification.

Essential Key Responsibilities

Build strong relationships at senior levels and throughout their assigned Government clients, while identifying opportunities by providing valuable solutions across the spectrum of D&B data and services.

Build and maintain ongoing strategic Executive level customer relationships across the Agency’s/Departments.

Leverage knowledge of Agency Missions to introduce D&B core capabilities and create opportunities to build trust and respect with our customers.

Lead account planning activities with team leader and other sales support team members through quarterly detailed account planning process.

Meet and exceed overall sales target through the retention and growth of assigned accounts.

Measure and communicate progress against monthly targets by accurately and timely reporting/forecasting.

Maintain consistent and accurate data in SFDC to support territory, account planning and forecasting.

This role is intended for a professional who has wide-ranging experience.

Education and Experience

Bachelor's degree required with 12 to 15 years of relevant experience

Master's degree preferred

Essential Skills and/or Certifications

Minimum of 12 years prior experience in a government and/or enterprise level SaaS, consulting or services sales role.

Impressive track record of closing sales, winning clients, managing client relationships 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 government sales and managing multiple senior stakeholders.

Exercises judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results; Work is done independently, reviewed upon completion and is consistent with departmental objectives.

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.

Willing to travel beyond city limits for the interest of business.

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

Regular attendance in the office

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