When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we're newswires, websites, newspapers, apps, newsletters, databases, magazines, radio and television--including some of the widest-read and most-respected brands, like Factiva, The Wall Street Journal, and Barron's. Our media inform the discussions and decisions that are vital to the world's commerce, while our databases make the business world more transparent. We continually develop technology to transform information into insight and insight into prosperity. From 58 countries and in twenty five languages, we enlighten and inspire audiences with authoritative, differentiated and trusted content.
The role of the Account Executive (AE), Enterprise Accounts is to maintain & grow a current 'book of business' and to prospect for new business into new logo targets where Dow Jones does not have any business today. The AE works exclusively with large Enterprises (Fortune 1000 and similar-sized companies) so you will need experience working with large companies and finding new buying centers for DJ services.
This means the AE is responsible for all aspects of the relationships within a defined territory and will have to collaborate closely with supporting DJ personnel for renewals and new sales within this territory. The ideal candidate will possess tremendous curiosity, drive, and passion with an ability to maintain consistently high levels of activity, open new doors, rapidly earn client's trust and of course successfully close business.
Client relationships are built and maintained via video conferencing, telephone, email, and in-person meetings. An ability to develop strong business relationships in both video conferencing - and in person meetings - is crucial to the success of this role along with telephone and email communications. Occasional travel for customer visits and conferences is required. The successful Account Executive will retain business within the established customer base, work to develop opportunities and display a strong level of business understanding of the information needs of Fortune 1000 corporations within their respective territory.
MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of products and services which address financial firms' business needs
IDENTIFY PROSPECTS: Complete market analysis to identify good potential target organizations, plus the specific roles and individuals to be prospected. Develop and execute a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market.
RETENTION: Partner with an assigned DJ Client Engagement Specialist (CES) to retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers' business needs
RELATIONSHIPS: Maintain good levels of customer satisfaction through regular communication with all customers, and build solid working relationships with each customer
RENEWALS: In partnership with the CES to develop and execute a plan to manage all account renewals, initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client
ACCOUNT MANAGEMENT: Responsible for all areas of account management, including the development of good account understanding, understanding clients' businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the client's current and developing needs
ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness are provided through your own means and partnering with the Account Development Team.
DEVELOP OPPORTUNITIES: Identify opportunities for increased revenue within the set of accounts (up-selling and possibly cross-selling), and where appropriate, engage with Sales Specialists to bring to close.
TEAMWORK: Work on retention initiatives for selected customers with the extended sales team available
PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions, and use this knowledge to help increase the value and adoption of our solutions by the client
FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales
MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.
Skills & Experience:
Strong time management skills, with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity goals
Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment
Ability to prioritize tasks and customers, to ensure time is maximized for revenue-retaining activities and the most important customers receive an excellent level of account management
Excellent communication skills (listening, questioning, written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects, a persuasive business case is presented and a professional image always conveyed.
Exceptional interpersonal skills in face-to-face meetings to ensure smooth progression of opportunities through the sales cycle. This is a key requirement since larger deals are likely to involve multiple stakeholders (individuals and departments) from all levels of the business
High level of knowledge of the information needs of the financial services industry from front to back office to help build credibility with the client, spot potential opportunities, and express the benefits of Dow Jones in the appropriate business context.
Exceptional negotiation and closing skills to manage renewals from the AE’s set of customers to a successful conclusion
A proven track record of at least 5 years of selling information to large corporations
Sensible management of Dow Jones travel and expenses costs is expected
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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.
To enter one of our US based offices: Any offer of employment is contingent on providing proof of Covid-19 vaccination prior to your start date, subject to approved medical and/or religious exemptions, in accordance with applicable law.
Business Area: PIB - SALES
Job Category: Sales Group
Union / No clear and likely Internal Candidate (Employee Only) has been identified
Req ID: 34065