Dnb

Account Executive II (R-18567)

Job Description

The Tier 2 Account Executive II is responsible for selling the Company’s products and services to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales. Responsibilities focused on 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
  • Work with Sales Leader to navigate complex deal management and negotiation that may include alignment of multiple decision makers, products or funding sources
  • Perform account planning for assigned accounts, coordinating with internal sales resources to ensure strategic alignment
  • Proactively prospect, identify, qualify and develop a sales pipeline and close business to meet and exceed annual 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
  • Enhance relationships and networks with senior internal/external partners
  • Use evaluation, judgment, and interpretation to select right course of action; work is done independently and is reviewed at critical points
  • This role is intended for a fully qualified, experienced professional
  • Complete required D&B certifications
  • Additional duties as assigned

    • Education and Experience
  • Years of Relevant Experience: 8-12 years
  • Bachelor's Degree: Required
  • Master's Degree: Preferred

    • Essential Skills and/or Certifications
  • Minimum of eight (8) 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 25+ 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 sales and managing multiple senior stakeholders
  • Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment
  • 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
  • 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

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

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