Relationship Manager - Strategic HiTech Vertical
Why We Work at Dun & Bradstreet
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!
As a Strategic Account Relationship Manager, you will partner closely with the Sales Specialists to grow several key client accounts in the technology sector through driving new revenue. In identifying new uses cases for the large technology client accounts, you will demonstrate the continued value of Dun & Bradstreet solutions and the value of a consultative relationship. Most of this success will stem from a high level of curiosity and a willingness to hunt new opportunities and move them through the pipeline to successful closure. You will identify opportunities, shape them, determine the value prop, make the proposal to the customer, and close the deal. And of course, you'll cash the commission check too!
You'll know you're successful in this role when you've developed a robust pipeline of opportunities and are consistently closing large complex solutions with the c-suite of fortune 100 companies.
Sales - Responsible for building strong relationships at senior levels and identifying opportunities with identified strategic technology customers. Leverage knowledge of industry challenges and opportunities to build trust and respect with both internal and external customers. Identify gaps and opportunities to provide value added information. Develop expertise in Dun & Bradstreet's products and solutions, and how they can be applied to the strategic account vertical. Create and price simple and complex solutions, including value propositions and ROI estimates, proposals and contracts, and own the customer buying process from discovery through contract signature.
Client Relationships - closely align with senior Dun & Bradstreet leaders and peers to achieve revenue growth objectives with targeted customers. 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 all contacts.
Account Planning - Participate in the account process with the Account Manager and other sales team members through quarterly detailed account planning process. Account Planning will include: account spend / forecast, key insights from the client's solution reviews, assessment of account's needs, proposed steps for growing account spend including introduction of new products/solutions/services. Present, propose and drive contract negotiations of all client solutions in assigned account. Provide accurate forecasting and status of activity in assigned accounts as required.
Performance - Responsible for meeting and exceeding overall sales targets through the retention and growth of assigned customer and through the acquisition of new opportunities within the assigned customer. Responsible for renewal, new business and pipeline objectives across the assigned customer.
Industry Knowledge - Must remain current in industry and application best practices and trends, providing value-added solutions. Act as industry subject matter expert, leveraging knowledge of specific industry challenges and opportunities to build trust and respect with both internal and external customers.
As background, this candidate should also possess:
- 7-10+ years of Strategic Account level sales experience.
- 3+ years either selling to and/or working in the Technology vertical.
- Strong business acumen
- Strong knowledge of technology and how to apply technology to solve customer's business needs across the Technology Customer lifecycle
- Strong written and verbal communication skills and the ability to sell to senior leaders.
- Solid planning and project management skills.
- Results-oriented individual able to establish own priorities in an unstructured environment.
- BA/MBA degree preferred.
- Ability to travel as necessary - 25%-50% within assigned territory.
Dun & Bradstreet is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment 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.
We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with Dun & Bradstreet and need special assistance or an accommodation to use our website or to apply for a position, please send an e-mail with your request to TalentAcquisitionTeam@dnb.com. Determination on requests for reasonable accommodation are made on a case-by-case basis.
Please note that all Dun & Bradstreet job postings can be found at https://dnb.wd1.myworkdayjobs.com/Careers and all communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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