Career Opportunities

Company Name:
D&B
Career Opportunities
Job Title: Federal Government - Sr. Sales Relationship Manager
Location: ARLINGTON, VA, US
Special Information:
Requisition ID: 69233
# of openings: 1
Description
Welcome to D&B, where critical business decisions can be made with confidence.
D&B (NYSE:DNB) is the world's leading source of commercial information and insight on businesses,
enabling companies to Decide with Confidence for more than 171 years. Today, D&B's global commercial
database contains more than 225 million business records, and is a trusted partner for many customers
around the world. We provide answers whether checking a company's credit, deciding who to do business with,
finding business leads, or spotting new business opportunities. Since 1841, we've given companies the
insight they need to realize their potential... and we can do the same for you!
At D&B, your success is our success, and we are committed to your development. If you want to be part of a
dynamic and growing company and want the opportunity to make a difference, this is the place for you.
Teamwork has long been something we value highly at D&B and for good reason. We work collectively to bring
the best out in ourselves and each other to deliver on our aspiration.
At D&B, we lead with our values. All of our activities and decisions are based on and guided by these values:
People - Treat all people with respect and dignity; value differences
Quality - Pursue an unrelenting quest for quality; use speed and simplicity to achieve goals
Integrity - Conduct ourselves with the highest level of integrity and business ethics
Customers - Place the interests of customers first; our success depends on their success
Teamwork - Commit to teamwork; seek out and utilize the ideas and skills of all associates
Performance - Reach for the highest standards of performance; show a passion for winning
Works jointly with Business Development and Sales to provide pre-sales support, including assistance in creating project proposals or RFPs. Determines product/service delivery timeframes and develops/communicates technical and operational requirements for accomplishing complex/multiple application project according to contract terms. Ensures engagements are priced correctly and cover expense of information integration. Participates in the development of project plans, proposal review, presentation materials and development of the Statement of Work.
Develops a detailed understanding of customer's business requirements and positions D&B to improve or add to current products and
services
through the identification of up-sell/cross-sell opportunities. Identifies opportunities as well as critical service or customer satisfaction points with customer relationships to help secure large contract renewals and support new business development.
Consults with clients, alliance software vendors and outsourcing organizations to understand business objectives and clearly define related requirements. Billable services include data analysis and modeling,
management
consulting, application design, and other consulting efforts related to the implementation of complex solutions.
Establishes comprehensive workflow for all phases of project and monitors the activities of a cross-functional fulfillment team to ensure project milestones are met according to contract terms and prescribed budget
Acts as the primary contact for the customer team and internal product management and fulfillment teams to ensure clear communication and flawless execution.
Responsible for entire relationship with customer and all aspects of selling and servicing the full range of D&B products and services with an emphasis on high-end value-added products.
Responsible for generating new business activity within the existing portfolio, as well as within any pre-assigned, open accounts.
KEY REQUIREMENTS
5-10 years in consulting and program management experience including complex information
systems
analysis, design, development and implementation. Management of consulting services and multiple, billable client engagements. Experience in large scale databases and/or client/server systems a plus.
Ability to effectively manage multiple projects of high complexity and varying stages ensuring timely completion of contract deliverables and revenue recognition.
Practical business experience in account management, sales, marketing and customer service.
Knowledge of Government Contracting Procedures and document requirements (PO's, REQ's, and LOI)
Minimum of 3 years managing Federal RFQ, RFC and RFP processes
Strong understanding of client solutions and thorough understanding of D&B's capabilities as they relate to client requirements and contract deliverables.
Thorough understanding of electronic/technical tools (e.g. MS Office, MS Project) and resources available, both internally and externally, to complete projects. Experience with SQL, SAS, desktop database tools such as MS Access a plus.
Excellent oral and written communication skills, management skills and effective presentation skills.
Bachelor's degree is preferred, MBA highly desirable.
At D&B we value the diversity of perspectives that result from a variety of life experiences: ethnicities, ages, sexual orientations,
genders, and other factors. Ours is a winning culture where we work together as a team with a clear focus on common goals and where team
members are able to grow, develop and contribute to their fullest. Since 1841, we've given companies the insight they need to realize their
potential... and we can do the same for your career.
As an industry leader, we offer world-class compensation and an exceptional benefits package. As well, you will enjoy an environment
that recognizes and rewards your accomplishments.
D&B is an equal opportunity employer.
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