Strategic Sales Consultant

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As a Strategic Sales Product Specialist, you will partner closely with the Sales Executive to grow several key FI client accounts through driving new revenue. In identifying new uses cases for the 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.

* **Sales** – Responsible for building strong relationships at senior levels and identifying opportunities with identified Financial Services customers. Leverage knowledge of Insurance industry challenges and opportunities to build trust and respect with both internal and external customers. Identify gaps and opportunities to provide value added information solutions in the areas of Risk Management, Global Analytics, Sales & Marketing and towards the carrier’s attainment of a Single Customer View. Develop expertise in Dun & Bradstreet’s products and solutions, and how they can be applied to the Financial Services 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 in Financial segment. 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 Insurance industry challenges and opportunities to build trust and respect with both internal and external customers.

* 5-10 years of Strategic Account level sales experience. * 3+ years either selling to and/or working in the Financial vertical. * Strong business acumen * Strong knowledge of technology and how to apply technology to solve customer’s business needs across the Financial Services Customer lifecycle – Market Segmentation/Prospecting, Underwriting, Claims, Agency Management, Master Data Management. * 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.