Why We Work at Dun & Bradstreet We are at a transformational moment in our company journey - a...
Why We Work at Dun & Bradstreet We are at a transformational moment in our company journey - and we’re so excited about it. Each day, we are finding new ways to strengthen our award-winning culture, and to accelerate creativity, innovation and growth. Our purpose is to help customers improve business performance with Dun & Bradstreet’s Data Cloud and Live Business Identity, and we’re wildly passionate and committed to this purpose. So, if you’re looking to make an immediate impact at a company that welcomes bold and diverse thinking, come join us! VP, Programs & Channels The Vice President of Dun & Bradstreet’s Government BU Programs and Partners is responsible for executive leadership and management of two strategic areas of the Go-to-Market model; Government Programs Acquisition and Partner/Channel model. This position manages the Gov BD resources for the identification and pursuit of program business, sourcing capture capability, and successfully winning profitable and scalable government programs. Additionally, this role is responsible for managing the resources to build out the Government BU’s Partner Channel enabling a multi-tier channel strategy and delivering sales of Dun & Bradstreet’s products, services and solutions, through the VAR and SI community via both Solution and Go-to-Market Partners. A proven track record of sales excellence, exceeding expectations, recruiting and building strategic relationships, leading, influencing program pursuit and deal negotiation is required. This is a highly visible position within Dun & Bradstreet and the Government BU organization as well as a member of the senior leadership team. Executive leadership, teamwork, integrity, and cross-functional people management skills are critical to success in this role. Position Summary In this role, the Vice President of Programs and Partners develops Programs Pursuit & Capture as well as Go-to-Market and Solutions partnerships while organizing and executing a best in class partner facing program capitalizing new business growth to the overall Dun & Bradstreet Government BU business. Additionally, the Vice President of Programs and Partners: Directs and oversees BD and Capture resourced, channel relationships, sales policies, objectives and initiatives Sets short- and long-term program and channel sales strategies. Evaluates effectiveness of current programs Effectively leverages and participates with virtual teams comprised of direct sales, technical, finance, sales operations, services, capture, marketing, bids and proposals and contract teams. Possess communication and negotiation skills with C-Level executives. Meets or exceeds sales objectives by effectively and responsibly leading team. Evaluates resources to ensure that the Dun & Bradstreet solutions are comprehensive, achieve customer goals, and provide and outstanding customer experience through the US Government BU Programs & Partners team. Develops relationships within the US Government and Partner executive community, business development, sales, technical and program management professionals that will effectively remove barriers to sales. Establishes business plans, territory scopes and develops the Go-to-Market objectives Ensures an outstanding customer experience for US Government BU VAR and SI community Is accountable for long-term business decisions, including influencing product development, joint marketing, solution bundle creation, and overall achievement of aggressive revenue goals. Ensures team manages partner certification requirements, technical collaboration, and prioritization with Sales and Alliance team for internal assignment. Oversees the Dun & Bradstreet Government BU Partner portal, deal registrations and warranty/licensing renewals. Qualifications Minimum of 15 years in Government Business Development, Partner and Alliance management; 8 years in direct senior management role preferred. Proven track record for consistently meeting and exceeding objectives in a highly competitive government market. Exemplary skills in C-level customer program identification and pursuit, relationship development; solution sales growth; communication; executive negotiation; organization and project management; leadership by motivating team members and effective at dealing with ambiguity. Must be able to balance the management of Program ID & Pursuit, Partner-facing sales activity with business reporting and back office requirements. Strong balance of strategic, tactical and organizational skills, with intellectual agility and capacity for thought leadership. A professional who is enthusiastic, high-energy and an entrepreneurial leader who is passionate about the Government BU Customers’ mission and delivering results through the successful capture of Government Programs and through a viable partner program. An independent leader who creates loyalty, trust and following. One who can energize people and teams and successfully enables cross-functional cooperation. This individual must quickly garner a high degree of cross-functional/organization respected. Exceptional communications skills, executive presence, poise, common sense and business acumen Relationships with System Integrator community as well as Dun & Bradstreet Solutions Partners, OEMs, VARs, and Resellers. Ability to travel approximately 35%. B.S. Degree desired or equivalent work experience. Security Clearance: Top-Secret or Higher desired. Dun & Bradstreet is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment 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. We are committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with Dun & Bradstreet and need special assistance or an accommodation to use our website or to apply for a position, please send an e-mail with your requestto TalentAcquisitionTeam@dnb.com. Determinationon requests for reasonable accommodation are made on a case-by-case basis. Please note that all Dun & Bradstreet job postings can be found at https://dnb.wd1.myworkdayjobs.com/Careers and all communication from Dun & Bradstreet will come from an email address ending in @dnb.com.