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Full-Time

Alliance Manager II

R-15792

Updated on 10/3/2024

Dun & Bradstreet

Dun & Bradstreet

5,001-10,000 employees

Business intelligence products for companies

Financial Services
Data & Analytics
Fintech

Senior, Expert

Vienna, VA, USA

Hybrid position requiring in-office presence.

Category
Business Development
Business & Strategy
Required Skills
Sales
Communications
Word/Pages/Docs
Salesforce
Mergers & Acquisitions (M&A)
Marketing
Excel/Numbers/Sheets
PowerPoint/Keynote/Slides
Requirements
  • 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
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

Dun & Bradstreet seeks to create a global network of trust enabling clients to turn uncertainty into confidence, risk into opportunity, and potential into prosperity. The company is building on its world-class data and analytics—Dun & Bradstreet Data Cloud—to deliver more data and deeper insights.

Company Stage

Seed

Total Funding

$385.4M

Headquarters

Jacksonville, Florida

Founded

1840

Simplify Jobs

Simplify's Take

What believers are saying

  • The introduction of ESG solutions positions Dun & Bradstreet as a forward-thinking leader in the business analytics space.
  • Successful refinancing of $4.0 billion in credit facilities indicates robust financial health and the ability to leverage favorable market conditions.
  • Leadership changes, such as the appointment of experienced executives like Kevin Coop and Tim Solms, bring fresh perspectives and potential for growth.

What critics are saying

  • The competitive landscape in business analytics and data services is intense, with numerous players vying for market share.
  • Frequent leadership changes could lead to strategic misalignments and operational disruptions.

What makes Dun & Bradstreet unique

  • Dun & Bradstreet's extensive experience in business decisioning data and analytics sets it apart from newer entrants in the market.
  • The company's recent focus on ESG solutions highlights its commitment to sustainability, a growing concern for many businesses.
  • Dun & Bradstreet's ability to refinance and extend its credit facilities demonstrates strong financial management and stability.

Benefits

Medical and Prescription Drug: Comprehensive coverage through a choice of a Preferred Provider Organization (PPO) plan and Consumer Directed Health Plan (CDHP). The CDHP plan has a Health Savings Account (HSA) option. D&B contributes to the HSA each year.

Dental: Insurance including preventive care, basic care, major care and orthodontia

Vision: Coverage for routine eye exams and prescription lenses, frames and contact lenses

Health Care Accounts: Set aside before-tax dollars to pay for eligible health care expenses. You can choose a Healthcare Flexible Spending Account (FSA) or Health Savings Account (HSA).

Life Insurance: Company paid life insurance, as well as additional coverage including Basic, Supplemental, Spouse or Domestic Partner, and Child

Accidental Death & Dismemberment Insurance: Benefit that provides a payment if you suffer an accident that is fatal or dismembering

Business Travel Accident Insurance: Benefit that provides a payment if you are injured or die as a result of an accident while traveling on Company-approved business

Short-Term Disability (STD): Company provided benefit that offers you income protection for absence due to nonwork-related injury or illness

Long-Term Disability (LTD): Coverage that picks up when your STD ends. It provides income protection if you become totally disabled and are unable to work after 180 days of continuous disability.

Critical Illness Insurance: Insurance that is intended to supplement your medical and disability coverage. It provides a lump-sum benefit in the event you (or a covered family member) are diagnosed with a covered condition, such as cancer, heart attack, and more

Hospital Indemnity Insurance: Provides a lump-sum benefit to help you pay for costs in the event you (or a covered family member) are hospitalized.

Accident Insurance: Provides a lump-sum benefit to help you (or a covered family member) pay for costs for a covered injury and related services

401(k) Plan: Retirement plan into which you can make before-tax, Roth and after-tax contributions; company match is available along with a wide range of investment options

Personalized Planning & Advice (PP&A): Assistance with 401(k) investment decisions and financial wellness

Dependent Care Flexible Spending Account (FSA): Set aside before-tax dollars to use towards eligible dependent child or adult care services

Legal Insurance Plan: Insurance plan that provides you with prepaid legal services to help you address a wide range of legal matters (i.e. home purchase, will creation, small claims court, dispute with a home contractor, and much more)

Home and Auto Insurance: Special group rates and discounts on protection of your home, car and other personal property

Commuter Benefit: Pay for your commuting expenses through before-tax payroll deductions

Pet Insurance: Plan that reimburses you for expenses incurred for covered services

Vacation days: 20 days and you are eligible to earn more based on your years of service

Holidays: 9 paid days that coincide with the national holidays when our US offices are closed, plus one floating holiday of your choice

Volunteer Days: Two days per year to volunteer

Unsick Day: One paid day off to visit the doctor when you are not sick

Paid Maternity & Paternity Leave: Up to 16 weeks of paid leave for the primary caregiver, and up to 2 weeks of paid leave for the secondary caregiver

Employee Assistance Program (EAP): Free confidential support, including access a network of professional counselors, and referrals on resources for everyday needs

Adoption Assistance: Reimbursement for eligible expenses related to adopting a child

Education Assistance: Provides financial assistance for outside education to enable team members to achieve greater results in their current position and/or to prepare team members for future assignments within Dun & Bradstreet