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. Since 1841, 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 [](http://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, , 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