Analytics Advisor III (R-19132)

Dnb; Austin (TX); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Generous paid time off

Parental leave up to 16 weeks

Education assistance

Volunteer days & donation matching

401k with company match

Health & wellness benefits

Medical, dental & vision insurance

Job summary

Dun & Bradstreet is seeking an Analytics Sales Specialist to drive analytic revenue within existing customers and new logos. You will craft value stories, ROI analyses, and map KPIs to client needs, engaging c-level executives to close analytics opportunities.

In this role, you will participate in account planning, conduct business conversations around stakeholders, and support growth with up-sell/cross-sell strategies across top strategic accounts. Willingness to travel up to 25% is required.

Qualifications

• 7+ years of successful sales in a consultative, solutions-based environment.
• Experience selling analytic solutions to solve business challenges.
• 7+ years of proven success in large dollar engagements in complex settings.
• Ability to identify opportunities within existing customers.
• Strong communication and executive-level relationship skills.
• Domestic travel up to 25%.

Responsibilities

• Drive analytic revenue within existing customers and new logos.
• Build value stories and ROI analyses to close analytics opportunities.
• Identify stakeholders and map KPIs to client needs.
• Develop and maintain relationships with C-level executives.
• Participate in account planning and quarterly reviews.
• Collaborate with sales team to meet aggressive targets.

Skills

Analytics sales

Consultative selling

Executive engagement

Opportunity qualification

ROI analysis

Industry knowledge

Cross-functional collaboration

Education

Bachelor’s degree

MBA or Data Science degree

Tools

R

SPSS

PL/SQL

Hadoop

Python

Visualization tools

Job description

Analytics Sales Specialist

The Analytics Sales Specialist is a vital role in the sales process working in conjunction with the sales team to drive analytic revenue within existing customers and new logo prospects. Focused primarily on the Discovery through Proof stages of the sales cycle, the Analytics Sales Specialist will help build the "value story" to maximize customer success.

The Analytics Sales Specialist is responsible for gaining a deep understanding of the customers’ business challenges, determining where Dun & Bradstreet’s analytic solutions can provide value, proposing the best solution(s) to meet customer needs and creating a compelling business case to close on the analytics sales opportunity.

The book of business for this role includes 30-40 top Strategic accounts.

Responsibilities

• Drive meaningful customer value and sustained YOY sales growth selling Dun & Bradstreet’s Analytic solutions to customers and prospects
• Drive new analytic business through demand creation, opportunity qualification, solution identification and value enablement.
• Actively identify, prospect and develop new business opportunities within a relatively small number of existing and new accounts (heavy up-sell / cross-sell responsibilities)
• Conduct business based conversations to identify stakeholders, business process, KPI"s and critical success factors around an opportunity
• Establish strong relationships with C-level and senior executives of clients and prospects within all functional areas of the business with the objective of driving greater value and business impact of our analytic solutions
• Achieve aggressive sales targets within the fast growing analytics marketplace
• Leverage use cases, best practices, and application knowledge to develop thorough ROI analyses for client.
• Participate in Account Planning, Business Reviews & Quarterly Solution Reviews as required
• Serve as a customer advocate to influence innovation roadmap and customer support initiatives for High Tech. industry vertical
• Evangelize Dun & Bradstreet’s analytic solutions to customers, internal partners, and the marketplace
• Participate in industry and company sponsored events and panels to further demonstrate thought leadership of D&B within this space

Qualifications

• Demonstrated deep expertise and knowledge in the business application of analytics across various disciplines (risk, marketing, supply, etc.)
• Strong analytic skills – model usage and validation, data analysis and strategy design.
• 7+ years of successful sales in a consultative/solution oriented team based selling environment with demonstrated customer facing experience, preferably in a selling analytic solutions to solve business.
• 7+ years of Proven success with driving new and existing large dollar engagements in highly complex environment.
• Ability to identify new opportunities with existing customers (many of whom already buy multiple D&B solutions).
• Ability to manage and report on opportunities throughout the various stages within the sales pipeline.
• Experience with R, SPSS, PL/SQL, Hadoop, Python, Visualization tools preferred.
• Results oriented, self-starter who is able to effectively influence across multiple role levels, drive priorities and own outcomes in a matrixed environment.
• Ability to problem solve and clearly communicate alternative solutions that map to our core analytics assets and solve the customers’ business needs.
• Proven track‑record of success in a team selling environment.
• Demonstrated ability to gain deep understanding of customers goals and objectives and in turn develop and carry vision through the organization.
• Ability to provide clear, precise and effective communication in written and verbal format to both internal and external audiences.
• Strong communication, interpersonal, planning and problem-solving skills.
• 25% Domestic Travel

Bachelor’s degree - Required

MBA and/or Advanced Degree is a plus (Data Science Degree preferred)

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 with company matching.
• Health & wellness benefits, including discounted Wellhub membership rates.
• Medical, dental & vision insurance for you, spouse/partner & dependents.

Equal Employment Opportunity (EEO)

Dun & Bradstreet provides equal employment opportunities to applicants and employees without regard to race, color, religion, creed, sex, age, national origin, citizenship status, disability status, sexual orientation, gender identity or expression, pregnancy, genetic information, protected military and veteran status, ancestry, marital status, medical condition (cancer and genetic characteristics) or any other characteristic protected by law. Workplace Discrimination is illegal.