Account Executive I, Tier 2 UMO Vertical, East (R-19438)

Shape the Future with Dun & Bradstreet

At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. For over 180 years, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers.

The Tier 2 Account Executive I 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 developing professional
• Complete required D&B certifications
• Additional duties as assigned

Education and Experience

• Education Preferred/Required Years of Relevant Experience
• Bachelor's Degree Required 5 to 8 years
• Master's Degree Preferred

Essential Skills and/or Certifications

• Minimum of five (5) 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, MSPowerPoint 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
• Expected travel at least 40