As a Sales and Marketing Specialist within the Midwest strategic organization at D&B, this sales role is responsible for selling D&B Marketing and Sales solutions to our existing customers and increasing customer spend. This role will work with the Account Executives on the account to drive new sales and increase existing sales while meeting customer marketing and sales operation’s needs. The Sales and Marketing Specialist is responsible for ensuring D&B data is systematically integrated throughout the customers entire Martech stack to deliver timely and comprehensive commercial insight and advantage for marketing and sales purposes
Key Responsibilities
Sales and Marketing Specialists will have the opportunity to:
Drive meaningful customer value and sustained YOY sales growth selling D&B Sales & Marketing solutions (S&MS) to existing customers
Drive new business sales
Prospect & qualify potential sales opportunities.
Conduct business-based conversations to identify stakeholders, business processes, martech stack & architecture, KPI’s and critical success factors around an opportunity
Collaborate with customers to identify the best solution to business challenges and quantify the financial and business risks of not addressing said challenges
Working with the Account Executive to develop, propose and sell in a solution(s) that differentiate D&B and directly address the client’s business needs
Work with internal D&B specialist roles/groups as needed to develop the best client solution possible i.e Solutions Architects, Digital Specialists
Conduct demonstrations when required and define SLA’s
Participate in Account Planning, Business Reviews, Quarterly Solutions reviews as required
Participate in industry and company sponsored events and panels to further demonstrate thought leadership of D&B within this space
Establish strong relationships with C-level and senior executives of clients in order to drive greater value and business impact of solutions
Leverage use cases, best practices, and application knowledge to develop thorough ROI analyses for clients.
Team closely with others within D&B to drive value, and ensure our approach supports our strategy
Key Requirements
Bachelor’s degree required
Demonstrated deep expertise and knowledge in helping senior marketing and sales operations professionals create data-driven sales and marketing strategies that drive revenue strategically and effectively
Must love data. Experience in database marketing & management a plus
Must understand Marketing and Advertising Technology (Martech & Adtech)
Demonstrated understanding of digital marketing and omnichannel marketing tactics
7+ years of successful sales in a consultative/solution-oriented team based selling environment OR 7+ years in a senior marketing position creating and driving marketing strategy
Results oriented, self-starter who is able to effectively influence across multiple role levels, drive priorities, and own outcomes in a matrixed environment.
Strong communication, interpersonal, planning and problem-solving skills.
Proven success with driving new large dollar engagements in a highly complex environment
Ability to manage and report on opportunities throughout the various stages within the sales pipeline
Effectively report and reflect business development activities to ensure accurate forecast reporting.
Ability to provide clear, precise and effective communications in a written and verbal format to both internal and external audiences.
Able to problem solve and clearly communicate alternative solutions that map to our core assets and solve the customer’s business needs
Ability to work in dynamic, results driven and fast-paced culture
