The Tier 1 Account Executive III is responsible for selling the Company’s solutions and services to existing clients and developing or expanding business within high value accounts that will have a major impact on the Company’s long-term success. Responsibilities include 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 leading to successful sales outcomes
Navigate complex deal management and negotiation including alignment of multiple decision makers, products or funding sources
Perform account planning for assigned accounts, coordinating with internal sales resources to ensure strategic alignment
Develop and maintain an active pipeline of forecasted sales to meet annual quota 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
Partner closely with pre-sales support resources to ensure strong/compelling proposals and recommendations are prepared for the client
This role is intended for a professional who can apply broad expertise and knowledge
Complete required D&B certifications
Additional duties as assigned
Education and Experience
Bachelor's Degree: Required
Master's Degree: Preferred
Years of Relevant Experience: 15+
Essential Skills and/or Certifications
Minimum of 15 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 3 – 5 high-value 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 strategic sales and managing multiple senior stakeholders
Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results; Work is done independently, reviewed at critical milestones and upon completion
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
Key Stakeholders
External Clients, Pre-sales, Client Success, Marketing, Data, Product, Deal Management, Legal, Delivery and Customer Service Team members
