Area Vice President, Solutions Consultant (R-17874)
Center Valley - Pennsylvania - United States
Sales Support /
Employee: Full Time /
On-site
Why We Work at Dun & Bradstreet
Dun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,000+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us! Learn more at dnb.com/careers.
The Area Vice President, Solutions Consulting is responsible for driving Dun & Bradstreet solutions that address the unique challenges our customers face and align strategically to their core business and financial objectives to ensure strong economic value results from the partnership.
The Area Vice President, Solutions Consulting starts after case assignment of a qualified sales-initiated opportunity.
The Area Vice President, Solutions Consulting will own the opportunity through the solutioning and value proposal up to pricing where they will hand it back to sales and support the pricing/proposal process.
The goal is to increase revenue; shorten the sales cycle; increase retention rates; increase brand awareness in the industry.
Key Responsibilities:
- Drive the strategic direction of the function, leads a team of Solution Consultants across multiple portfolio areas, ensures the team is working optimally to support the growing needs of the sales and client success organization and effectively tracks the impact the team/solution recommendations against client outcomes.
- Evolve the ongoing strategy and long-term goals/objectives for the Solution Consulting team, to include the core KPIs the team and individuals will be measured on monthly, quarterly, and annually.
- Develop and manage a world-class, inclusive, diverse, high-performing team by supporting a strong remote culture, effectively engaging in team strategy sessions, career development discussions and more.
- Work with the RVP to continue making iterations to the core methodology for the Solution Consulting team to ensure we can continue to serve as trusted technical advisors to the sales team and the client, staying on top of and understanding the clients core needs/pain points, business, and financial objectives (ROI), and technical requirements to recommend the most impactful approach leveraging the broad set of solutions and capabilities across the D&B ecosystem; this includes working with client specific ROI models to align economic value to every engagement; work side-by-side with the Solution Consultants on client engagements when necessary.
- Oversee the Solution Consultants engagement with the product teams and engineers to ensure they are crafting aligned solutions that meet the client’s needs. In addition, ensure the teams are effectively leveraging templates to develop comprehensive solution proposals, outlining how our products can address specific challenges and add economic value to the client’s business; review and approve client proposals when applicable .
- Ensure the team of Solution Consultants can consistently and effectively conduct engaging and persuasive product demonstrations to showcase the capabilities and benefits of our solutions; build a plan to ensure the team can adapt demonstrations to different audiences and address specific use cases effectively; engage with the Solution Consultant and client where needed.
- Provide guidance and oversight, assist the Solution Consultants with their work with BU and Segment leaders to determine POC opportunities that can help support broader enterprise objectives, customer outcomes and remain in line with the various roadmaps/capabilities of our products.
- Ensure the Solution Consulting team creates a process and cadence to continuously expand expertise in products and technologies, stay up to date with the latest advancements in the markets, industries, and verticals you support.
- Work closely with Client Success to ensure we are successfully pulling through solution outcomes for a client and the CSM team is effectively engaging in measuring set KPIs and other success criteria.
- Collaborate with the Sales, Product and Marketing teams in: creating sales collateral, solution documentation, and RFP responses; creating a continuous loop of ongoing sales training; working with sales and clients to identify potential opportunities for testimonials, white papers, and/or case studies; working with marketing, sales and clients in executing on the testimonials, white papers, and/or case studies; being the voice of customer for product improvements/feedback.
- Additional duties as assigned.
Skills and/or Certifications Needed:
- Combined selling and sales leadership experience of 10+ years in a Sales, SME, Solution Engineering, Sales Engineering capacity
- Strong leadership skills, managing diverse teams and coaching to various levels of experience and capability levels
- Experience selling data, technology and services preferred
- Strong presentation and communication skills, with the ability to convey complex technical concepts to non-technical audiences, including Executive level stakeholders
- Ability to build strong relationships with clients and internal teams, fostering a collaborative working environment
- Problem solving and analytical mindset capable of identifying and resolving technical challenges effectively
- Familiarity with relevant programming languages, databases, and enterprise software
- Willingness to travel for client meetings and industry events
- Show an ownership mindset in everything you do; be a problem solver, be curious and be inspired to take action, be proactive, seek ways to collaborate and connect with people and teams in support of driving success
- Continuous growth mindset, keep learning through social experiences and relationships with stakeholder, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs
Education:
- Bachelor's Degree Required
- Advanced 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.
· Learn more about our benefits: http://bit.ly/41Yyc3d.
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