Why We Work at Dun & Bradstreet
Dun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,000+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us! Learn more at dnb.com/careers.
The Field Sales function 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. Maintain and grow the revenue stream through renewal management, win-back, cross-sell, up-sell of new opportunities. Identify new contacts and deepen relationships with current contacts. Generate new business through new client identification.
Essential Key Responsibilities
- Fulfill the role of trusted advisor on Dun & Bradstreet solutions through the development of strong, positive relationships with clients
- Maintain and grow revenue stream through successful renewal of existing business
- New account development and/or expanding existing accounts through cross-sell and up-sell of new opportunities within an established portfolio of mid-market and enterprise clients
- End-to-end accountability for driving the negotiation, contracting, and approval processes
- 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
- Network with key contacts outside own area of expertise; adapt style and uses persuasion in delivering messages that relate to the wider firm business; frequently advises others on complex matters
- Exercise judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results; work is reviewed upon completion and is consistent with departmental objectives
- This role is intended for a professional who has wide-ranging experience
Education and Experience
- Bachelor's Degree
- Minimum of 12 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, strategic 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 independent judgment in methods, techniques and evaluation criteria for obtaining results; Work is done independently, reviewed at critical milestones and upon completion
- Possesses excellent industry-leading sales methodology, salesforce.com, MS-Excel, MSPowerPoint and MS-Word skills
- Willing to travel beyond city limits for the interest of business
Benefits We Offer
· Generous paid time off in your first year, increasing with tenure.
· Up to 16 weeks 100% paid parental leave after one year of employment.
· Paid sick time to care for yourself or family members.
· Education assistance and extensive training resources.
· Do Good Program: Paid volunteer days & donation matching.
· Competitive 401k & Employee Stock Purchase Plan with company matching.
· Health & wellness benefits, including discounted Wellhub membership rates.
· Medical, dental & vision insurance for you, spouse/partner & dependents.
Pay Transparency
Dun & Bradstreet is an equal employment opportunity employer and believes in honesty and transparency in the employment hiring process, including pay transparency. Accordingly, listed on this posting is a good faith reasonable estimate of the salary range and other compensation in the job posting, as of the date of this posting. Actual compensation decisions for base salary and other compensation will be dependent upon a wide range of factors including but not limited to: an individual’s skill sets, experience, qualification, training, education, location, and any other legally permissible factors. Successful applicants will also be eligible for D&B’s generous benefit package, outlined above.
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Equal Employment Opportunity (EEO): Dun & Bradstreet provides equal employment opportunities to applicants and employees without regard to race, color, religion, creed, sex, age, national origin, citizenship status, disability status, sexual orientation, gender identity or expression, pregnancy, genetic information, protected military and veteran status, ancestry, marital status, medical condition (cancer and genetic characteristics) or any other characteristic protected by law. Know Your Rights: Workplace Discrimination is Illegal - The current poster can be found here. Pay transparency nondiscrimination statement/posting - OFCCP's pay transparency policy can be found here. We participate in E-Verify - The current poster can be found here.
Accommodations information for applicants with disabilities: Dun & Bradstreet is committed to providing reasonable accommodation to, among others, individuals with disabilities and disabled veterans. If you need an accommodation because of a disability to search and apply for a career opportunity with Dun & Bradstreet, please send an e-mail to [email protected] to let us know the nature of your accommodation request and your contact information.
