Senior Solution Sales Manager CH - m/f/d (R-19497)

The Solution Sales function is responsible for driving growth in specific lines of business. Interpreting and defining client needs in order to align the client’s objectives and requirements with Dun & Bradstreet’s products’ capabilities and value.

In this role, you will work in partnership with the Relationship Manager and Client Success team, act as a senior specialist in our product offerings, supporting the Relationship Manager by conducting live product demonstrations via web-based meetings, in-person meetings, and through providing collateral to support driving Cross Sell, Upsell and New Business.

Key Responsibilities:

• Fulfill the role of trusted advisor on Dun & Bradstreet solutions through strategic conversations to understand organizational business objectives and goals.
• Working in conjunction with a frontline sales team, actively manage the evaluation stage of the sales process and serve as the technical advisor for Dun & Bradstreet’s product suite.
• Assist with client facing demonstrations by clearly articulating underlying methodologies, while providing guidance on how the product functionality helps to improve organizational efficiencies.
• Actively participate in account planning for assigned accounts, provide industry trends and assist with client/market segmentation of Dun & Bradstreet’s products.
• Capture solution insights based on competitive analysis and client meetings; share insights with internal product teams during product design and development cycles.
• Mapping out of customer use case journeys, identifying pain points, and proposing solutions by conducting product demonstrations, workshops, and POCs to showcase the capabilities and value of our solutions.
• Be a respected subject matter expert for assigned solution(s); discuss product strategy and roadmaps in the context of market and technology trends.
• Demonstrate product capabilities, overcome client objections and create a client specific buying vision.
• Maintain and grow revenue stream through successful interpreting and defining client needs to align the client’s objectives and business requirements with Dun & Bradstreet’s products’ capabilities and value.
• Support sellers in effectively packaging, pricing and presenting solutions to clients including return on investment.
• Maintain consistent and accurate data in relevant CRM software (e.g. SFDC) and other sales tools to support territory, account planning and forecasting.
• Ensure compliance with all business initiatives.
• Serve as a thought leader in the industry, staying up-to-date with market trends, competitors, and emerging technologies.
• Attend industry events, conferences, and trade shows to network and promote D&B's offerings.

Essential Skills:

• Minimum of five (5) years prior experience in customer facing Field sales role selling new solutions to clients and generating significant revenue growth.
• Customer centric with a proactive attitude to tackle problems and deliver solutions for great customer experience at scale for large companies during the whole customer journey
• Getting information on client’s decision criteria and executing tailored activities to meet them
• Experienced communicator when managing customers at different organisational levels.
• High aptitude to stay current and train on related technology areas
• Adept at providing technical solutions based on clients’ needs per the practice area
• Proficiency in CRM software (e.g., SFDC) and Microsoft Office Suite skills
• Compliance with industry professional certifications is required when selling specific regulated financial or data products
• Able and willing to mentor and support other members of the team
• 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 stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
• Fluency in German and English