Associate Manager Sales

Job Description :

Key Responsibilities :

- Drive meaningful customer value and sustained YOY sales growth selling Analytics solutions to prospects.

- Drive new analytic business through demand creation, opportunity qualification, solution identification and value enablement.

- Actively identify, prospect and develop new business opportunities within a relatively small number of existing and new accounts (heavy up-sell / cross-sell responsibilities).

- Conduct business based conversations to identify stakeholders, business process, KPI's and critical success factors around an opportunity.

- Establish strong relationships with C-level and senior executives of clients and prospects within all functional areas of the business with the objective of driving greater value and business impact of our analytic solutions.

- Achieve aggressive sales targets within the fast growing analytics marketplace.

- Evangelize analytic solutions to customers, internal partners and the marketplace.

- Serve as a customer advocate to influence innovation roadmap and customer support initiatives.

- Participate in industry and company sponsored events and panels to further demonstrate thought leadership of D&B within this space.

- Leverage use cases, best practices, and application knowledge to develop thorough ROI analyses for client.

- Participate in Account Planning, Business Reviews & Quarterly Solution Reviews as required.

Key Requirements :

- Bachelor's degree and MBA is a plus.

- 7+ years of successful sales in a consultative/solution oriented team based selling environment with demonstrated customer facing experience, preferably in a selling analytic solutions to solve business.

- Proven track-record of success in a team selling environment.

- Demonstrated ability to gain a deep understanding of customers goals and objectives and in turn develop and carry vision through the organization.

- Demonstrated deep expertise and knowledge in the business application of analytics across various disciplines (risk, marketing, supply, etc.).

- Strong analytic skills - model usage and validation, data analysis and strategy design.

- Results oriented, self-starter who is able to effectively influence across multiple role levels, drive priorities and own outcomes in a matrixed environment.

- Ability to provide clear, precise and effective communication in written and verbal format to both internal and external audiences.

- Ability to problem solve and clearly communicate alternative solutions that map to our core analytics assets and solve the customers- business needs.

- Ability to identify new opportunities with existing customers (many of whom already buy multiple D&B solutions).

- Ability to manage and report on opportunities throughout the various stages with in the sales pipeline.

- Strong communication, interpersonal, planning and problem solving skills.

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