Enterprise Key Account Manager

【ROLE DESCRIPTION】
The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Key Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate D&B products.

【EXPECTATIONS AND TASKS】

• Align D&B solutions with the clients' strategic objectives. Develop best practice of account plans to ensure sales and revenue target delivery and sustainable growth.
• Develop relationships with new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Establish strong management and CXO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Build a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become D&B references.
• Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for D&B and its customers.
• Support all D&B promotions and events in the territory. Take an active, sales leadership role in D&B events.