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 dnb.com/careers.
Key Responsibilities:
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Fulfill the role of trusted advisor on Dun & Bradstreet solutions through strategic conversations to understand organizational business objectives and goals.
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Working in conjunction with a frontline sales team, actively manage the evaluation stage of the sales process and serve as the technical advisor for Dun & Bradstreet’s product suite.
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Assist with client facing demonstrations by clearly articulating underlying methodologies, while providing guidance on how the product functionality helps to improve organizational efficiencies.
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Actively participate in account planning for assigned accounts, provide industry trends and assist with client/market segmentation of Dun & Bradstreet’s products.
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Capture solution insights based on competitive analysis and client meetings; share insights with internal product teams during product design and development cycles.
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Mapping out of customer use case journeys, identifying pain points, and proposing solutions by conducting product demonstrations, workshops, and POCs to showcase the capabilities and value of our solutions.
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Be a respected subject matter expert for assigned solution(s); discuss product strategy and roadmaps in the context of market and technology trends.
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Demonstrate product capabilities, overcome client objections and create a client specific buying vision.
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Maintain and grow revenue stream through successful interpreting and defining client needs to align the client’s objectives and business requirements with Dun & Bradstreet’s products’ capabilities and value.
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Support sellers in effectively packaging, pricing and presenting solutions to clients including return on investment.
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Maintain consistent and accurate data in relevant CRM software (e.g. SFDC) and other sales tools to support territory, account planning and forecasting.
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Ensure compliance with all business initiatives.
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Serve as a thought leader in the industry, staying up-to-date with market trends, competitors, and emerging technologies.
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Attend industry events, conferences, and trade shows to network and promote D&B’s offerings.
Essential Skills:
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Minimum of five (5) years prior experience in customer facing Field sales role selling new solutions to clients and generating significant revenue growth.
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Customer centric with a proactive attitude to tackle problems and deliver solutions for great customer experience at scale for large companies during the whole customer journey
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Getting information on client’s decision criteria and executing tailored activities to meet them
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Experienced communicator when managing customers at different organisational levels.
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High aptitude to stay current and train on related technology areas
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Adept at providing technical solutions based on clients’ needs per the practice area
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Proficiency in CRM software (e.g., SFDC) and Microsoft Office Suite skills
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Compliance with industry professional certifications is required when selling specific regulated financial or data products
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Able and willing to mentor and support other members of the team
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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.
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Continuous growth mindset, keep learning through social experiences and relationships with stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
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Fluency in German and English
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