Strategic Account Manager

23 hours ago

Solna Municipality, Sweden Dun & Bradstreet Full time

About Our Team

We're a diverse team of thinkers and problem solvers united by a common curiosity: turning data into value. We combine global data and local expertise to help clients make informed decisions.

This role plays a critical part in our Strategic Sales function, responsible for selling our products and services to existing clients and developing or expanding business within strategic and global accounts that drive our long-term success. Key responsibilities include maintaining and growing revenue streams, identifying new contacts, and generating new business within targeted industry verticals. As a tech-lead, you'll apply technology to solve customer business needs.

Main Objectives:
  • Act as a trusted advisor on Dun & Bradstreet solutions through strong, positive relationships with clients, understanding their organizational business objectives and goals.
  • BUILD senior-level executive relationships with clients to achieve revenue growth.
  • Maintain and grow revenue streams through successful renewal of existing business.
  • Develop new account opportunities and/or expand existing accounts through cross-sell and up-sell of new opportunities within an established portfolio of clients working closely with Solutions Sales.
  • Carry out regular account management activities to 'Protect' existing accounts. Proactively identify accounts at risk of churn and implement retention strategies.
  • End-to-end accountability for driving negotiation, contracting, and approval processes.
  • Navigate complex deal management and negotiation, including alignment of multiple decision makers, products, or funding sources.
  • Perform account planning for assigned accounts, coordinating with internal sales resources to ensure strategic alignment.
  • Develop and maintain an active pipeline of forecasted sales to meet annual quota objectives.
  • Ensure compliance with all business initiatives.
  • Maintain consistent and accurate data in relevant CRM software and other sales tools to support territory, account planning, and forecasting.
  • Collaborate with Client Success and increase retention rates through business reviews and win-back campaigns.
  • Serve as a thought leader in the industry, staying up-to-date with market trends, competitors, and emerging technologies.
  • Attend industry events, conferences, and trade shows to network and promote D&B's offerings.
Required Skills:
  • A minimum of five (5) years prior experience in field sales, senior sales enterprise-level SaaS, consulting, or services sales roles.
  • Industry experience from Bank & Payments sector is preferred.
  • Proven success in closing sales, winning clients, managing client relationships with a portfolio of 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 strategic sales and managing multiple senior stakeholders.
  • Ability to present to C-suite audiences and experts on the client side.
  • Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment.
  • Possesses excellent industry-leading sales methodology, relevant CRM software, and Microsoft Office Suite skills.
  • Able and willing to mentor and support other members of the team.
  • Continuous growth mindset, keeping learning through social experiences and relationships with stakeholders, experts, colleagues, and mentors as well as widening and broadening your competencies through structured courses and programs.
  • Fluent English and Swedish is required for this role.

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