Account Executive II, Tier 2 UMO Vertical, East Coast (R-19933)

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/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

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%