As part of the Asia Pacific B2B Sales Team, the Risk & Compliance Sales Specialist will drive new business revenue through any combination of the following activities:
Participate in, lead and coach the business development process for the Risk & Compliance market across the South Asia region
Educate the business development teams about the Risk & Compliance market dynamics, competition and develop effective positioning and knowledge for success
Work with the business development teams to devise and implement territory business plans in order to identify growth opportunities and retain business.
Contribute to or lead the writing of any proposal, statement of work or technical document relating the products
Participate in, lead or coach the negotiation of terms, conditions, or price leading to closure of the contract
Work with business development to prospect into organizations who could gain value from the Dow Jones Risk & Compliance solutions
Other activities, tactics and behaviors as directed by management
Identify, qualify, develop and close new business as related to the Risk & Compliance products to achieve individual New Contract Revenue and overall Group revenue goals.
Work as a support member for the business development organization, accelerating business development opportunities through the Dow Jones business development process.
Work closely with marketing management to ensure that events, PR, branding and communication supports business development objectives and execution plans.
Secure references from customers.
Working closely with the market intelligence team monitor potential market opportunities and competitor to ensure we are maximising revenue and selling against competitors.
Identify and analyse underlying customer business and business development issues in order to match the appropriate AML solution/technology to the customers’ requirements. A solution business development approach is a pre-requisite.
Maintain relationship with external facilitators such as technology companies providing sophisticated AML solutions to the market
Maintain records of business development visits, appointments, contacts and business development campaigns in the global CRM to provide timely management information.
Educate the business development team in developing and implementing both territory plans and individual strategic account plans to expand Dow Jones’ presence within the compliance & risk segment.
Contribute thought leadership around the strategic direction of the Risk & Compliance business on subjects such as brand, positioning, value proposition and product roadmap.
Skills & Experience
High level of initiative and self-motivation, ability to work in a team environment.
Experience in selling information and/or compliance tools to senior business decision makers.
Knowledge of the processes and daily workflow of compliance personnel.
Understanding of internet and intranet applications, emerging web technologies, and industry trends. Knowledge of data feeds and APIs particularly useful.
Ability to lead inspirational presentations in a customer-facing environment using a communication style appropriate to the audience.
Ability to utilise effective influencing strategies to gain agreement or commitment to proposed solutions in order to help advance the business development process to the next level.
Ability to identify and architect multi-faceted solutions to meet customer needs.
Ability to drive new business opportunities within new prospects, as well as ability to upsell to existing Dow Jones customers within a team selling environment.
Ability to identify key customer issues to determine the appropriate solution to satisfy customers’ needs.
Ability to speak knowledgeably about customers’ issues to demonstrate/convey an understanding of it.
Ability to maintain effectiveness when working closely with people of diverse cultures or background.
Ability to effectively handle multiple activities and reprioritise when necessary to ensure revenue goals is achieved.
Ability to effectively deal with changing expectations or challenges with clients as well as changes within Dow Jones’ product and service offerings.
Degree level education
This role requires occasional overseas travel to develop business development opportunities and support existing clients
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status. EEO/AA/M/F/Disabled/Vets .
Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, please reach out to us at TalentResourceTeam@dowjones.com. Please put “Reasonable Accommodation" in the subject line.
Business Area: PIB - SALES
Job Category: Sales Group
Non-Union / No clear and likely Internal Candidate (Employee Only) has been identified
Req ID: 33855