Enterprise Account Manager (R-19076)

【ROLE DESCRIPTION】
The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Key Account Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate D&B products.

• Align D&B solutions with the clients' strategic objectives. Develop best practice of account plans to ensure sales and revenue target delivery and sustainable growth.
• Develop relationships with new and existing customers and leverage to drive complex strategy through complex and global organizations.
• Establish strong management and CXO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Build a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become D&B references.
• Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Leverage support organizations including Marketing, inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Negotiate early and against a win/win strategy for D&B and its customers.
• Support all D&B promotions and events in the territory. Take an active, sales leadership role in D&B events.

• Minimum 6 years' experience in solution selling within account management and business development roles.
• Strong commercial awareness and customer-focused mindset, with a keen eye for identifying new opportunities. Proven track record in meeting and exceeding sales and revenue targets
• Flexible and adaptable, able to thrive under pressure with a resilient, “can-do” attitude
• Resourceful self-starter and tenacious problem-solver, willing to roll up sleeves to meet client needs and enhance client experience
• Detail-oriented and results-driven, capable of working independently while being a collaborative team player
• Excellent communication and presentation skills in both English and Mandarin; highly skilled in negotiation and influencing