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 Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate D&B products.
PRINCIPAL ACCOUNTABILITIES
- Acquisition of new revenue from: Top 100 TWSE-listed companies, financial industry, public organizations, Advisory firms (law firms, CPAs & business consulting)
- Manage client relationship and annual targets proactively
- Maximize D&B’s footprint on targeted clients with a holistic/consulting approach
EXPECTATIONS AND TASKS
Account and Customer Relationship Management, Sales and Cloud Subscription Revenue.
- Annual Revenue - Achieve / exceed quota targets.
- Sales strategies- Align D&B solutions with the customer’s strategic objectives - Develops account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive complex strategy through complex and global organizations.
- Trusted advisor - Establishes strong management and CXO relationships based on knowledge of customer requirements and commitment to value.
- Customer - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become D&B references.
- Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Sales Excellence
- Sell value.
- Demonstrate leadership skills in the orchestration of virtual teams.
- Build and share best practice sales and negotiation skills.
- Maintain CRM system with accurate customer and pipeline information.
EXPERIENCE, KNOWLEDGE, SKILLS, ABILITIES
- List the experience, knowledge, skills and abilities necessary to do the job in a fully competent manner
- Proven success in managing above clientele with track record at least 5 years.
- Self-driven deal-chaser ONLY, anyone less than that needn’t apply.
- Experience in SaaS related solutions sales a big plus.
- Good command in English is preferred.
- Fast-learning, solid presentation and demo skills are a MUST.
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