The Audiences Licensing Sales function is responsible for selling the Company's digital portfolio of audience targeting and identity products (D&B B2B, D&B Consumer, Eyeota, NetWise) to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales. Maintain and grow the revenue stream through renewal management, win-back, cross-sell, up-sell of new opportunities. Identify new contacts and deepen relationships with current contacts. Generate new business through new client identification.
Essential Key Responsibilities
Responsible for new account development and/or expanding existing accounts through cross-sell and up-sell of new opportunities within an established portfolio of clients
Navigate complex deal management within current remit that may include alignment of multiple decision makers, products or funding sources and the negotiation to close a sale
Develop and maintain an active pipeline of forecasted sales to meet annual quota objectives
Develop strong, positive relationships with clients by understanding their needs and business objectives. Fulfill the role of trusted advisor on Dun & Bradstreet Audiences solutions
Partner closely with pre-sales support resources to ensure strong/compelling proposals and recommendations are prepared for the client
End-to-end accountability for driving the negotiation, contracting, and approval processes
Maintain revenue stream through successful renewal of existing business
Additional duties as assigned
Education and Experience
Bachelor's Degree Required
Minimum of eight (8) years prior experience in an enterprise level DaaS, SaaS, consulting or services sales role with experience selling consumer data to brands
Experience selling applications that support both offline and digital use cases
Impressive track record of closing sales, winning clients, managing client relationships of 25+ accounts and attaining or exceeding annual quota(s)
Ability to rapidly assess client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth
Demonstrable track record in managing complex sales and managing multiple senior stakeholders
Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment
Exercises judgment in selecting methods, evaluating, adapting of complex techniques and evaluation criteria for obtaining results. Work is done independently, reviewed upon completion and is consistent with departmental objectives
Willing to travel beyond city limits for the interest of business
Key Stakeholders
External Clients
Pre-sales, New Business Sales Executives, Client Success, Marketing, Data Partnerships, Data Desk, Data Operations, Product, Delivery and Customer Service Team members