Senior Manager, Identity & Consumer Sales (R-17332)

Why We Work at Dun & BradstreetDun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,000+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us! Learn more at dnb.com/careers.
This is a key role which will be essential in providing day-to-day management of the sales organization which manages Netwise and Consumer sales along with ID Graph Plus Sales for the organization. They will hold sales reps accountable for meeting goals and expectations as well as driving opportunities themselves to further the organization meeting revenue expectations.
The Digital Audiences Licensing Sales function is responsible for selling the Company’s digital portfolio of audience targeting and identity products (D&B, Eyeota, NetWise) to new and/or existing clients and developing or expanding accounts primarily through face-to-face sales.

Essential Key Responsibilities

• Participates with senior management to establish strategic plans and objectives.
• Interact with senior management, executives, and/or major customers which frequently involves negotiating matters of significance to the organization; reconcile multiple stakeholder views to drive business results.
• Lead a skilled team of Account Executives that own driving year-over-year sales growth in alignment with the Business Unit’s goals and strategies.
• Leverage deep knowledge and experience within vertical space to identify areas of future growth and develop plan to execute.
• Understand market trends, competitive landscapes, and emerging opportunities in digital advertising & marketing.
• “Be” viewed as a subject matter expert in digital advertising & marketing and represent the company as an external voice via thought leadership content delivered across multiple touchpoints.
• Lead the Account Executives and sales support team members through quarterly detailed account planning process for each account; evaluate the aggressiveness of the account plans and pressure-test their feasibility.
• Set annual sales targets and manage an ongoing process for tracking sales; communicate targets and results upwards as part of process for building an accurate representation of business performance to senior leadership.
• Actively measure and evaluate the performance of Account Executives, measuring against clearly identified benchmark guidelines; ensurethat the performance of all key metrics in Salesforce.com is properly measured.
• Provide coaching and leadership to the team through participation in sales calls in varying stages of the sales process; develop career plans for each Account Executive and identify areas of exposure and growth to help them achieve their career plan aspirations.
• Work with team to expand relationships with C-level and senior members of clients to develop more meaningful customer relationships offering greater value.
• Partner with Business Partners to attract, recruit, build and develop a team of top performing sales professionals; handle all HR related topics for direct reports.
• Collaborate with internal stakeholders to identify core prospects, develop reason “why” those prospects will benefit from Digital Licensing products, and lead team on sales initiatives to present and close prospect accounts.
• Cross collaborate with other sales leaders

Education, Experience & Additional Skills and/or Certifications

• Bachelor's required, Master's preferred
• Combined selling and sales leadership experience of 10+ years in the SaaS, Technology or Data & Analytics industry.
• Subject matter expert in the AdTech and Marketing Services industry with a history of hands-on selling, sales leadership, and account development.
• Expert level understanding of the data business market dynamics and industry trends.
• Deep expertise in both business and consumer data applied in marketing and advertising use cases.
• Demonstration of original thought in business plan development and history of successful execution against those plans.
• Proven success with driving new and existing multimillion-dollar engagements in a high complex, changing environment to ensure achievement of objectives and significant customer value.
• Demonstrated ability to manage a team in a manner that instills a strong belief in achieving goals, focuses on preparedness and creates a passion for winning and personal development / gr