Dnb

Account Executive III, Tier 1, Insurance Vertical (R-18818)

Job Description

The Tier 1 Account Executive III 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.


Essential Key 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 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

    • Education and Experience
  • Bachelor's Degree: Required
  • Master's Degree: Preferred
  • Years of Relevant Experience: 15+

    • Essential Skills and/or Certifications
  • Minimum of 15 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 3 – 5 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

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

    • Physical Requirements
  • Employees must be able to perform the essential functions of this position satisfactorily. If requested, reasonable accommodations may be made to enable employees with disabilities to perform the essential functions.
  • 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 (if yes, please specify estimated percent below): Expected travel at least 40%

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