Account Executive III, Tier 1 UMO Vertical (R-19614)

**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 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, [](http://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