Why We Work at Dun & Bradstreet

Dun & 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 6,500+ 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.

The Alliances Sales (Partners) function is primarily responsible for: first, identifying new revenue opportunities for the Company through proactive outreach and business development activities with partners; second, proactively securing pathways to government contracts by enabling access to numerous contract vehicles and set aside categories; and third, through consistent, programmatic outreach, develop the Company’s public sector partner program in line with the first and second objectives above. The Alliances Sales (Partners) role will collaborate internally both within the public sector business unit, and across Dun & Bradstreet commercial elements to ensure these objectives are met.

Essential Key Responsibilities

Foremost, the role of the Alliances Manager II for Partners is to proactively engage Partners in order to identify new Federal, State, and Local government contracting opportunities that will generate revenue for the Company
Conduct targeted, consistent, and proactive outreach to new, prospective Partners to evangelize Dun & Bradstreet capabilities, products, and services, with the objective of uncovering new revenue opportunities for the Company.
Build future revenue pipeline and identify new revenue opportunities by continuously building relationships with new large and small business partners
Proactively secure access to multiple government contracting vehicles and set aside categories through resellers, distributors, and Partners to ensure the Company has the tools and resources required to secure government contracts when the need arises
Build, develop, and maintain an effective Dun & Bradstreet public sector partner program, to include: consistent and proactive outreach to potential partners; evangelizing Company capabilities; understanding and cataloging partner capabilities and resources; documenting onboarding processes; ensuring a regular cadence of partner engagement
Collaborate with Capture to identify, contact, and educate high potential partners, either in association with a specific government opportunity, or absent one
Collaborate with Marketing to increase the scale and scope of our partner outreach, and continuously inform potential Partners of the value of working with Dun & Bradstreet
Lead the administrative onboarding of new Partners, and ensure their smooth integration into Company operations
Maintain consistent & accurate data in SFDC to support territory and account planning; Effective use of SFDC to provide accurate forecasting & utilize tool to identify, advance and close opportunity
Navigate complex deal management that may include alignment of multiple decision makers, products or funding sources and the negotiation to close a sale
Develop strong, positive relationships with partners and clients by understanding their needs and business objectives. Fulfill the role of trusted advisor on Dun & Bradstreet capabilities and solutions
Partner closely with the agency/customer-specific Account Executives to ensure the Account Executives are set up for success with the partner as they move from partner-specific activities to customer specific activities, such as solution development, proposal, and negotiation and closing
Collaborate with centralized North America Sales commercial organization on strategic accounts
Perform account planning for assigned accounts, coordinating with internal sales resources to ensure strategic alignment
Develop deep knowledge of the D&B data story, capabilities, products, services, and past performance; and the ability to tell the D&B data story in such a way that it connects with government buyers and meets their requirements, or illuminates requirements D&B may not be aware of
Additional duties as assigned by the Area Vice President for Alliances

Education and Experience

Minimum of 12 years prior Reseller / Partner experience in an enterprise level SaaS, services sales and/or business development role
Impressive track record of closing sales, winning clients, managing client relationships and attaining or exceeding annual quota(s)
Deep knowledge of complex government acquisition methodologies and government contracting vehicles, and how to navigate successfully complicated pathways to award
Experience and contacts across the government contracting landscape, to include small businesses and large prime contractors
Ability to rapidly assess partner and client environments from a business process, organizational and technological perspective, and effectively prioritize opportunities for growth
Demonstrable track record in managing complex strategic sales and managing multiple senior stakeholders
Highly articulate with excellent business communication (verbal and written) skills and presentation skills suitable for a global corporate environment
Possesses excellent industry-leading sales methodology, salesforce.com, MS-Excel, MS-PowerPoint and MS-Word skills
Willing to travel beyond city limits for the interest of business
Bachelor’s Degree required

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 & Employee Stock Purchase Plan with company matching.

· Health & wellness benefits, including discounted Wellhub membership rates.

· Medical, dental & vision insurance for you, spouse/partner & dependents.

· Learn more about our benefits: http://bit.ly/41Yyc3d.

All Dun & Bradstreet job postings can be found at https://www.dnb.com/about-us/careers-and-people/joblistings.html and https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.

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Accommodations information for applicants with disabilities: Dun & Bradstreet is committed to providing reasonable accommodation to, among others, individuals with disabilities and disabled veterans. If you need an accommodation because of a disability to search and apply for a career opportunity with Dun & Bradstreet, please send an e-mail to [email protected] to let us know the nature of your accommodation request and your contact information.

Essential Key Responsibilities

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