The Solutions Consulting (SC) function is responsible for driving Dun & Bradstreet solutions in North America that address the unique challenges our customers face and align strategically to their core business and financial objectives to ensure strong economic value results from the partnership. The SC function starts after case assignment of a qualified sales-initiated opportunity to help sales move the opportunity forward. The goal is to: increase revenue; shorten the sales cycle; increase retention rates; increase brand awareness in the industry.
Essential Key Responsibilities- Act as a trusted solutions advisor to sales teams and their clients, helping to understand the clients core needs/pain points, business, and technical requirements to recommend the most impactful approach leveraging the products in the assigned portfolio.
- Consulting on the bigger picture versus just answering questions/RFPs.
- Drive successful sales engagements and ensure our solutions align seamlessly with the client's business objectives.
- Work on prescriptive ROI models for the customer and where needed, assist in gathering client requirements and understanding their business needs.
- Assist sales in develop solution proposals, outlining how our products can address specific challenges and add economic value to the client's business.
- Conduct engaging and persuasive executive/decision maker conversations/discussions to showcase the capabilities and benefits of our solutions; adapt conversations/presentations to different audiences and address specific use cases effectively; assist when sales presents on product demonstrations, when needed.
- Collaborate with sales and client success when necessary to participate in strategic client meetings.
- Work closely with all internal teams to ensure proper transfer of key business objectives to align to long term KPIs and broader success criteria the client is expecting from the partnership.
- Effectively navigate the matrix, bringing in the proper experts as needed to support the client proposal (Solutions Architects, Analytic Advisors, Product, etc).
- Continuously expand expertise in products and solutions, stay up to date with the latest advancements in the markets, industries, and verticals you support; share knowledge with the sales team, product team and other key stakeholders to enhance the collective understanding of our solutions; understand and articulate the differences in competitive solutions.
- Be an industry expert; participate in industry events (conferences, trade shows, client events, etc) to support our positions as industry and thought leaders.
- Collaborate with the Sales, Product and Marketing teams in creating sales collateral, solution documentation, and RFP responses; creating a continuous loop of ongoing sales training; working with sales and clients to identify potential opportunities for testimonials, white papers, and/or case studies; working with marketing, sales and clients in executing on the testimonials, white papers, and/or case studies; being the voice of customer for product improvements/feedback.
Essential Skills and/or Certifications- Bachelors' degree with a minimum of 12 years prior experience in selling new solutions to clients and generating significant revenue growth, proven by a track record in a similar environment.
- Experience selling data, technology and services preferred.
- Proven experience as a SME, Solution Engineer, Sales Engineer, Sales, Client Success, or Practitioner (risk manager, compliance, marketing, supply chain, vendor management, etc.).
- Strong understanding of data architectures, software development principles, cloud computing, API's, and IT Infrastructure.
- Strong presentation and communication skills, with the ability to convey complex technical concepts to non-technical. audiences, including Executive level stakeholders. Strong management skills ensuring the opportunity progresses through the sales cycle.
- Ability to build strong relationships with clients and internal teams, fostering a collaborative working environment.
- Problem solving and analytical mindset capable of identifying and resolving technical challenges effectively.
- Familiarity with relevant programming languages, databases, and enterprise software.
- Show an ownership mindset in everything you do; be a problem solver, be curious and be inspired to take action, be proactive, seek ways to collaborate and connect with people and teams in support of driving success.
- Continuous growth mindset, keep learning through social experiences and relationships with stakeholder, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
- Willingness to travel occasionally for client meetings and industry events.
- Ability to sit, speak and operate telephone and/or computer for long periods of time
- Ability to handle pressure, stressful conditions, and conflict resolution
- Ability to work day, evening and/or weekend hours as needed
- Ability to travel by any form of transportation, expected travel at least 25%
- Regular attendance in the office
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Benefits We Offer• Generous paid time off in your first year, increasing with tenure.
• Up to 16 weeks 100% paid parental leave after one year of employment.
• Paid sick time to care for yourself or family members.
• Education assistance and extensive training resources.
• Do Good Program: Paid volunteer days & donation matching.
• Competitive 401k with company matching.
• Health & wellness benefits, including discounted Wellhub membership rates.
• Medical, dental & vision insurance for you, spouse/partner & dependents.
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