Dow Jones Risk & Compliance is a specialist team within the wider Dow Jones organization. We currently employ over 400 staff around the world that solely focus on the development and ongoing management of content based solutions, monitoring technology and research services designed to help our global customers meet exacting customer, payments, sourcing and trade finance screening requirements.Over 4,500 clients globally – both in the financial, corporate and governmental area – are relying on our services for their anti-money laundering, counter terrorist financing and third party risk management programmes globally.
As part of our investment plan, we are seeking exceptional business development professional to work in close partnership with the Risk & Compliance Sales, Product and Marketing teams globally as well as the wider Dow Jones sales force. The prime focus of this role is to grow the Risk & Compliance business in your assigned territory. Based in Toronto, with extensive travel across Canada, the Sales Specialist, Dow Jones Risk & Compliance roles is responsible for managing the complete solutions sales cycle for Dow Jones Risk and Compliance suite or products and services. The Sales Specialist, will drive new business revenue through any combination of the following activities:
Grow aggressively revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones
Participate in, lead and coach the sales process
Engage with regulators and other thought leaders across the region
Speak regularly at industry events
Educate the sales teams about the Risk & Compliance market dynamics, competition and develop effective positioning and knowledge for success
Work with the sales 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
Devise and roll out business development sales campaign across the region and key buying centers.Other activities, tactics and behaviors as directed by sales management
Identify, qualify, develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue and overall Group revenue goals.
Work as a support member for the Dow Jones sales teams across the region accelerating sales opportunities through the Dow Jones sales process.
Work closely with marketing management to ensure that events, PR, branding and communication supports sales objectives and execution plans.
Maintain relationship with external facilitators such as technology companies providing advisory services to the market
Maintain records of sales visits, appointments, contacts and sales campaigns in the global CRM to provide timely management information.
Educate the sales 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.
Knowledge, Skills and Experience Required:
Background in selling sophisticated, risk-related SaaS solutions. Technical Expertise a plus.
Experience in selling information and/or compliance tools to senior business decision makers.
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 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.
If you feel that this exciting position matches your skills, experience and motivation, please submit your CV. Please note that only short-listed candidates will be contacted.
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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
Since 1882, Dow Jones has been finding new ways to bring information to the world’s top business entities. Beginning as a niche news agency in an obscure Wall Street basement, Dow Jones has grown to be a worldwide news and information powerhouse, with prestigious brands including The Wall Street Journal, Dow Jones Newswires, Factiva, Barron’s, MarketWatch and Financial News.
This longevity and success is due to a relentless pursuit of accuracy, depth and innovation, enhanced by the wisdom of past experience and a solid grasp on the future ahead. More than its individual brands, Dow Jones is a modern gateway to intelligence, with innovative technology, advanced data feeds, integrated solutions, expert research, award-winning journalism and customizable apps and delivery systems to bring the information that matters most to customers, when and where they need it, every day.
If you are a current employee at Dow Jones, do not apply here. Please go to the Career section on your Workday homepage and view "Find Jobs - Dow Jones." Thank you.
Req ID: 27940