Enterprise Account Executive

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

Responsibilities

• 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.
• Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape.   Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Develop relationships with new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• 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.
• Maintain CRM system with accurate customer and pipeline information.

Requirements

• Minimum 3 years' experience in solution selling within account management and business development roles.
• Strong commercial awareness and customer-focused mindset, with a keen eye for identifying new opportunities. Proven track record in meeting and exceeding sales and revenue targets
• Flexible and adaptable, able to thrive under pressure with a resilient, "can-do" attitude
• Resourceful self-starter and tenacious problem-solver, willing to roll up sleeves to meet client needs and enhance client experience
• Detail-oriented and results-driven, capable of working independently while being a collaborative team player
• Excellent communication and presentation skills in both English and Mandarin; highly skilled in negotiation and influencing

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