Job SummaryThe Senior Subject Matter Expert (SME) works primarily in conjunction with Strategic Sales in both the pre-sales & selling phases in our largest customers to provide expert insights, support and direction in the capabilities and opportunities within a dedicated Product Line of Business in support of generating growth for the business.A Senior SME is considered an expert for use case solutions in various industries and lines of business. This role will also be involved in driving the development and execution of the product strategy to ensure D&B has innovative solutions to generate business growth.
Essential Key Responsibilities:
1. Support the team on Strategic client engagements and assist in winning business.
2. Support the sales enablement process by delivering speaking points to relevant sales teams through the lens of a customer, and how our clients expect our products to operate to solve their challenges.
3. Build customer trust with expertise in our products and solutions. Navigating complex deal orchestration, supporting competitor displacement opportunities, and engage confidently at CxO level to present your findings and initiatives.
4. Drive complex and strategic deals and influence new strategic opportunities by engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes.
5. Identification of customer-relevant D&B data for the respective use case and conception of solutions to integrate these into customers' target systems/processes as well with software partners.
6. Development of the solution design based on complex requirements of the customer, on matching processes and data content with focus on integration solutions.
7. Keep up to date with market sentiment, client feedback, new technology and regulations.
8. Champion an "outside in" view of the above and liaise with various areas of the business to understand new requirements and make suggestions on improvements we can make to our products and solutions.
9. Liaise with product teams and ensure that the LOB's feedback is represented in requirements build and UAT of new functionality; Liaise with data/content to ensure that our capabilities are at parity or leading in the marketplace.
10. Work closely with marketing to support and drive GTM activities, including - whitepapers, webinars, briefings and general thought leadership; Work with our alliances channel to understand synergies with platform and services providers where a combination of our data and their platform can place us winning situations.
11. Understand the competitive landscape and develop narratives that enable us to defend, and win, business in head to head scenarios.
12. Close collaboration with the internal implementation teams on request.
13. Influence all internal stakeholders with closed loop feedback supporting refining the sales process and product updates.
14. Be an industry expert within the chosen field, representing D&B within groups/associations, shaping the best practice as a whole for the industry.
15. Additional duties as assigned.
Essential Skills:
16. Minimum of eight years of experience in data, knowledge of business data, ability to work with, and analyze, large data sets and provide summarized conclusions or outputs.
17. Ability to present to C suite audiences and experts on the client side.
18. Strong collaboration and influencing skills in managing to influence a matrix organisation of are critical to the success of this role.
19. Excellent service management and project management skills, with the ability to manage multiple disparate streams concurrently.
20. Solutions experience in this domain, ability to quickly become an expert in solution deliverables.
21. Knowledge of API technologies (Rest/ Soap/ JSON/ XML) an advantage.
22. Customer facing and problem-solving skills - able to interact with clients, understand the issues they are having and providing advice on how to tackle the challenge and/or taking issues internally for resolution.
23. Strong communication skills, this will encompass taking complex regulatory guidelines and providing high level summaries to internal teams and in some instances to clients.
24. 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.
25. Continuous growth mindset, keep learning through social experiences and relationships with stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs.
26. Fluency in English and German language.