Relationship Manager- Partnership Solutions
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Life here at Dun & Bradstreet is changing – for the better. With almost two centuries of experience and a new modern vibe, work at D&B has never been more exhilarating. Our purpose is to grow the most valuable relationships in business by uncovering truth and meaning in data. We’re wildly passionate about our purpose, and it has us evolving everything we do – from how we engage with our customers to how we energize one another. So if you thrive in a fluid, agile culture but want the solidity of a storied and commanding brand, come join us!
Sales – The Partnership Solutions Channel is D&B’s alternative distribution channel. The Senior Relationship Manager is responsible for a territory of large strategic business accounts that cut across a range of industry verticals including Financial Services, Internet/Search, Marketing, Professional Research etc. Partnership Solutions customers/partners leverage D&B content to enhance their own solutions/applications and/or resell the content directly to their customers. Senior Relationship Managers are responsible for all areas of customer management including revenue retention, up-sell and cross-sell as well as solution definition and design, negotiations, and on-going customer care. Senior Relationship Managers in the Partnership Solutions Channel must be able to succeed in a highly complex selling environment. Contracts are large and complex and each engagement is unique, leveraging emerging technology and content from D&B and the partner. This requires the SRM be capable of gaining internal alignment with business partners, including legal and product teams. A clear understanding of D&B’s products and content across functional areas is critical as is the ability to understand a customer’s selling and distribution model. Also, these are longer sales cycles requiring extensive pre-sales efforts to establish credibility, map out solution architecture, validate value proposition, and test.
Customer Relationships – Build senior level executive relationships with business partners to achieve revenue growth and customer satisfaction objectives within targeted customer portfolio. Embed yourself as a trusted business partner into the customer’s environment to understand and influence their selling model, business plan, and end user value propositions. Ability to understand customer/partners’ business model is critical, as many relationships are based on a royalty model, so driving the customer’s growth drives DB revenue. Leverage skills and industry experience to develop and implement sales strategies to drive long term sustainable revenue growth while building a most trusted relationship with customers. Responsible for determining the appropriate level of service to provide to each account (with input from Sales Leader). Should also work to expand relationships to new contacts within the customer and uncover new cross-sell opportunities to close. Maintain a face-to-face relationship with each customer in the portfolio.
Target Setting and Performance Measurement – Meet and surpass annual, quarterly and monthly goals for each account and the portfolio as a whole. Responsible for meeting and exceeding overall revenue targets through the retention and growth of existing D&B customers assigned.
Industry knowledge sharing & Strategic Thinking– Must establish and maintain vertical industry expertise and contribute to industry knowledge sharing by documenting factors across the vertical that lead to wins and losses within that space. Participate in industry focus groups, conferences, or any other meetings for industries in which he/she has accounts. Strategic thinking is critical to the RM role in Partnership Solutions. As a re-distribution channel you have to not only develop a value proposition for our customers but also for our customer’s customers who are the end users. RMs must understand the industry their customers serve, the competitors they face, and the changing environment our customers face.
Account Planning – Develop and lead the annual account planning for top customers in the portfolio.
Training, Coaching, and Development – Attend all required training or coaching sessions
- 5-7 years of direct business-to-business sales experience in a consultative/solution oriented selling environment.
- 3 to 5 years of experience in reseller engagements or business development is a plus.
- Demonstrated knowledge of enterprise wide business information solutions.
- Strong knowledge of technology and how to apply technology to solve customer business needs.
- Results oriented individual able to establish own priorities, and lead a broader team to support customer needs.
- Proven track-record of maintaining and strengthening relationships with sophisticated clients with complex solution requirement.
- Demonstrated ability to consistently hit sales targets over an extended period of time (3 to 5 years).
- Excellent verbal and written communication skills.
- BA/BS Degree, MBA preferred.
Dun & Bradstreet is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, 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.
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