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DFIN is seeking a motivated and commercially focused Account Executive to sell virtual data room services to clients and prospects across the German advisory and corporate community, including investment banks, corporates, private equity firms and law firms.

This role supports DFIN's growth as a virtual data room provider by identifying opportunities, building trusted relationships and positioning DFIN's solutions for mergers and acquisitions, divestitures, capital raises, corporate restructurings and other strategic transactions.

The successful candidate may work as part of a sales team or independently across assigned accounts, with a focus on developing pipeline, managing opportunities and ensuring DFIN is considered a preferred provider of data room services. The role may include attendance at client meetings, networking events and other business development activities as required.

Responsibilities:

Prospect for new accounts and expand contacts within existing accounts, including within investment banking, corporate, private equity and legal markets.
Meet or exceed agreed sales performance indicators, such as calls, meetings, qualified opportunities and other sales activities, using reasonable and objective targets.
Identify client needs, gather relevant information and develop a clear understanding of client objectives, issues and commercial priorities.
Ability to travel regularly throughout Germany to meet clients and prospects in person, build business relationships and support sales opportunities as business needs require.
Review account history from relevant DFIN departments and appropriate published sources to build a comprehensive account view.
Use appropriate sales tools, including LinkedIn Sales Navigator and Salesforce, to identify prospects, maintain account information and support business development activity.
Develop sales strategies and account plans designed to increase market share, including research into potential deal activity and market trends.
Communicate DFIN's value proposition through field meetings, telephone calls and online meetings, using value-based conversations to present relevant solutions.
Engage with customers in professional, client-focused dialogue to understand and respond to their requirements.
Explain how DFIN solutions can support client needs, drawing on DFIN's brand, scale, technology and market position.
Build and maintain a strong sales pipeline and forecast through discovery calls, meetings and account planning.
Manage the sales process for new opportunities, including pricing discussions, approvals, contract terms and internal governance requirements.
Complete opportunity and account reviews with the manager using DFIN's Customer Engagement Model tools, submit required reports on time and maintain accurate forecasts.
Ensure all account and opportunity information is accurately recorded and maintained in Salesforce.com.

Qualifications:

Essential skills and experience

Relevant degree or equivalent practical experience.
Demonstrable experience in B2B sales, business development, account management or a closely related commercial role. Experience in a quota-bearing environment is desirable where it is relevant to the role.
Fluent German language skills (written and spoken), with the ability to conduct sales meetings, presentations, negotiations and business correspondence with German-speaking clients at a professional level.
Ability to prospect, research target accounts and identify relevant contacts and opportunities.
Ability to run customer meetings, product demonstrations and client presentations, with support and training where appropriate.
Ability to listen to client needs, respond to questions and objections, and explain the value of a solution in a clear and professional way.
Strong communication and relationship-building skills, including through phone, online and in-person channels.
Good organisational skills, including the ability to prioritise activity, manage follow-up actions and maintain accurate records.
Ability to work effectively in a fast-paced commercial environment with multiple clients and deadlines.
Professional approach, positive attitude and willingness to collaborate with colleagues across functions.

Desirable skills and experience

Experience using Salesforce.com or a similar CRM system.
Experience working cross-functionally with internal teams to support customer success.
Knowledge of mergers and acquisitions, capital markets or the broader financial services industry.
Understanding of SaaS environments, business applications, industry trends and related initiatives.
Evidence of curiosity, a willingness to learn and a collaborative approach to work.

Donnelley Financial Solutions (DFIN)