The Specialist IV is responsible for cultivating customer relationships, gaining a deep understanding of their business challenges and determining where D&B can provide value. This role requires a deep understanding of Dun & Bradstreet’s product offerings and the specific business concerns facing our customers.
Essential Key Responsibilities
Be a trusted advisor, deeply understanding the customer’s business challenges and proactively address their evolving needs, all while making a lasting impact at the highest levels of business
New account development and/or expanding existing accounts through maintaining revenue stream through successful renewal of existing business, and cross-sell and up-sell of new opportunities in a dedicated set of D&B solutions within an established portfolio of clients
Map Dun & Bradstreet’s solutions to customer needs, ensuring a deep understanding of how our solutions can address specific business challenges, while demonstrating subject matter expertise
Contribute to account-specific strategy by identifying customer needs through meeting with key influencers and stakeholders across the client organization
Demonstrate product capabilities, overcome objections and create a customer-specific buying vision
Drive credibility by combining use case expertise with vertical experience to demonstrate compelling success stories that will help drive business outcomes for customers
Act as a bridge between customers and product development teams, conveying feedback and insights that can inform product enhancements and innovation
Maintain consistent and accurate data in SFDC to support territory, account planning and forecasting
Actively participate in Account Planning, Business Reviews, Quarterly Solutions reviews as required
This role is intended for a professional who has wide-ranging experience
Education and Experience
Bachelor's Degree Required
15+ years of relevant experience
Master's Degree Preferred
Additional Skills and/or Certifications
Minimum of 15 years prior experience in selling new solutions and/or upselling existing solutions to clients and generating significant revenue growth, proven by a track record in a similar environment
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
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
