Senior Director, Analytics Advisory Services (R-19713)

Dun & Bradstreet; Florham Park (NJ); On-site; USD 150,000 - 210,000; Full time

Job summary

Dun & Bradstreet seeks an Analytics Advisory Leader to guide a team of 5–7 Analytics Advisors, driving analytics and D&B.AI sales across the discovery to proof stages. You will craft value stories, partner with the sales force, and help customers realize measurable business impact.

You will mentor and coach the team, identify opportunities, and engage executives to close analytics opportunities while achieving strong revenue growth in a rapidly expanding market. Travel as needed.

Qualifications

• Bachelor’s degree required; MBA a plus.
• Deep expertise applying analytics across risk, marketing, supply, etc.
• 7+ years of successful sales in a consultative environment selling analytics solutions.
• Experience with analytics tools and data science concepts (R, SPSS, Python).
• Proven ability to drive large-dollar engagements with existing and new customers.

Responsibilities

• Coach, mentor and lead 5-7 Analytics Advisors to drive customer value and YOY sales growth.
• Drive new analytics and AI business through demand creation, qualification and value enablement.
• Identify and develop opportunities within existing and new accounts (up-sell/cross-sell).
• Conduct business conversations to map stakeholders, KPIs and critical success factors.
• Build relationships with C-level executives to demonstrate business impact of analytics solutions.
• Achieve aggressive sales targets in a growing analytics marketplace.
• Develop ROI analyses using use cases and best practices.
• Participate in Account Planning, Business Reviews and Solution Reviews.
• Advocate for customers to influence roadmaps and support initiatives.
• Promote Dun & Bradstreet analytics solutions to customers and partners.

Skills

Sales leadership

Analytics

AI solutions

C-level engagement

Forecasting

Education

Bachelor's degree

MBA preferred

Tools

R

Python

SQL

Databricks

Visualization tools

Job description

The Analytics Advisory leader is a vital role in the sales process who oversees approx.. 5-7 Analytics Advisors working in conjunction with the broader D&B sales team to drive analytic revenue within existing customers and new logo prospects. Focused on coaching, mentoring and helping their team drive Analytics and D&B.AI sales all the way from Discovery through Proof stages of the sales cycle, the Analytics Advisory leader helps his analytics advisors to build the “value story” and maximize customer success. The Analytics Advisory leader is responsible for working closely with their team to gain a deep understanding of the customers’ business challenges, determining where Dun & Bradstreet’s Analytic and AI 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. This role will be managing 5-7 analytics advisors supporting a book of ~$30M-$50M in Analytics/AI sales across regional, national and/or global accounts.

Essential Key Responsibilities

• Coach, mentor and lead 5-7 Analytics Advisory team to drive meaningful customer value and sustained YOY sales growth selling Dun & Bradstreet’s Analytic solutions to customers and prospects

• Work closely with the team to drive new analytic and AI business through demand creation,opportunity qualification, solution identification and value enablement.

• Actively identify, prospect and develop new business opportunities within a relatively smallnumber 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 and AI 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 supportinitiatives.

• Evangelize Dun & Bradstreet’s analytic and AI solutions to customers, internal partners, andthe marketplace

• Participate in industry and company sponsored events and panels to further demonstratethought leadership of D&B within this space

Essential Skills and/or Certifications

• Bachelor’s degree, MBA a plus (Data Science Degree preferred)

• 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

• Experience with R, SPSS, PL/SQL, Hadoop, Python, Visualization tools preferredExperience with Databricks, Google Vertex or Claude code preferred

• 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 environmentAbility 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 with in the sales pipeline

• 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

Physical Requirements

• Ability to sit, speak and operate telephone and/or computer for long periods of time

• Ability to handle pressure, stressful conditions, and conflict resolution

• Ability to workday, evening and/or weekend hours as needed

• Ability to travel by any form of transportation, 25-50% travel