Enterprise Account Executive (R-18505)

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.

EXPECTATIONS AND TASKS

• Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.
• Annual Revenue - Achieve / exceed quota targets.
• Sales strategies- Align D&B solutions with the customer’s strategic objectives - Develops best practice 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 (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• 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.