Alliance Manager II

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