Shape the Future with Dun & Bradstreet
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The Global Alliances function is responsible for driving and retaining revenue both by expanding current alliances into new product offerings and identifying new partnerships with high-growth potential.
Key Responsibilities
Participates with senior management to establish strategic plans and objectives.
Interact with senior management, executives, and/or major customers and partners which frequently involves negotiating matters of significance to the organization; reconcile multiple stakeholder views to drive business results.
Lead a highly skilled team of Account Managers that own driving year-over-year sales growth in alignment with the Business Unit’s goals and strategies.
Leverage deep knowledge and experience within vertical space to identify areas of future growth and develop plan to execute.
Lead the Account Executives and sales support team members through quarterly detailed account planning process for each account; evaluate the aggressiveness of the account plans and pressure-test their feasibility.
Set annual sales targets and manage an ongoing process for tracking sales; communicate targets and results upwards as part of process for building an accurate representation of business performance to senior leadership.
Actively measure and evaluate the performance of Account Managers, measuring against clearly identified benchmark guidelines; ensure that the performance of all key metrics in Salesforce.com is properly measured.
Provide coaching and leadership to the team through participation in sales calls in varying stages of the sales process; develop career plans for each Account Manager and identify areas of exposure and growth to help them achieve their career plan aspirations.
Work with team to expand relationships with C-level and senior members of clients to develop more meaningful customer relationships offering greater value.
Partner with Business Partners to attract, recruit, build and develop a team of top performing sales professionals; handle all HR related topics for direct reports.
Additional duties as assigned.
Education, Experience & Requirements
Bachelor’s Degree required.
10 to 12 years of relevant experience.
Master’s Degree preferred.
Combined selling and sales leadership experience of 10+ years in the SaaS, Technology or Data & Analytics industry.
Demonstration of original thought in business plan development and history of successful execution against those plans.
Proven success with driving new and existing multimillion-dollar engagements in a high complex, changing environment to ensure achievement of objectives and significant customer value.
Demonstrated ability to manage a team in a manner that instills a strong belief in achieving goals, focuses on preparedness and creates a passion for winning and personal development / growth.
Ability to rapidly assess client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth.
Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment.
Willing to travel beyond city limits for the interest of business.
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.
Continuous growth mindset, keep learning through social experiences and relationships with stakeholder, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
Willing to travel beyond city limits for the interest of business. Approximately 40% travel required.
