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, Barron’s and MarketWatch. 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. We enlighten and inspire audiences with authoritative, differentiated and trusted content.
The Dow Jones Partners and Licensing team fosters and grows relationships with Partners and Licensors around the world, helping to power the Professional Information Business, the B2B division of Dow Jones & Company. As the Director of Business Development, you will be responsible for managing business development activities in our B2B business primarily through partnerships, but also our products and content delivery tools.. This includes among other duties, developing and negotiating contracts to help power the products and solutions of our Partners and through our Partners.
Role reports to: Head of Partnerships and Licensing, Americas
The purpose of this position is to maximize revenue and revenue margin through developing our existing partnerships, exploring & executing plans for growing our business ventures, and finding new ways to provide better services to our end users in these markets. This role must maintain and develop senior level relationships with our partners ensuring that we’re fully utilized by the partner and that we’re top of mind for all their new business needs.
Drive new revenue and meet retention and renewal strategy goals.
Build strong relationships with senior level leaders in the Partner organizations so that we stay top of mind throughout the organization as a valued partner, and our content and data is maximized within the bounds of the agreements in place.
Develop and maintain relationships with the partner sales organizations and staff members.
In collaboration with the Marketing and Product teams, conduct or arrange training, sales material, support material, and develop a feedback loop so that Dow Jones Information is at the forefront of the partners’ sales teams and so we can collect regular feedback, and if desired, adjust our offerings accordingly.
Conduct or arrange for marketing activities which promote our partnership and drive end-customer awareness of our content being a valued part of the partners’ platforms and services.
Develop and document a rationale document - which should be updated a few times a year which continuously re-evaluates our available decisions of partnering as compared to going direct in each market. Ensure senior management is aware of any significant changes in the calculations or analysis.
Retain Dow Jones’ contracted revenue in the assigned set of Partners, ensuring content, products, and services suitably address business needs
Maintain high levels of Partner satisfaction through regular communication and establishing strong relationships with all Partners; ultimately ensuring loyalty through the quality of our solutions, the quality of our relationships and the excellent level of responsiveness to their needs
Identify new information sources that help our partners better solve their problems and drive increased engagement with users of our partners products.
Take prospective Partners through our Partner Process, ensuring internal consensus has been gained on the terms and nature of the partnership, and you are establishing a mutually beneficial relationship for Dow Jones and the Partner
Manage forecasts and pipelines ensuring clear reporting on forthcoming renewals, withdrawals / downsells, additional sales/content opportunities, plus associated revenue and timescales
Manage all aspects of the renewal process in a timely and structured manner; including data collation and presenting a compelling business case
Maintain accurate and appropriate records within the global CRM systems providing timely management information
Support and work with our Success Managers in successfully onboarding Partners once agreements are signed or modified. Activities include working with Marketing and Sales on Communication Plans, ensuring proper content testing and delivery, billing set up and invoicing, Sales Team training, and records management
Assist Regional Head and/or Head of IP Coverage in implementing, adapting, revising and continuing to develop regional revenue and content acquisition strategy
Work in close collaboration with Legal, Finance, Product and Tech teams to ensure technical feasibility, compliance with Certification requirements, completion of NDAs and Partner suitability evaluations, agreement negotiations, vetting and implementation of demo/trials, and new and on-going record management and reporting
Proven successful track record in a relationship management role supporting strategic solutions to major companies
Firm experience in business development with a track record of winning
Strong results orientation to drive to achieve retention and new business goal
Excellent relationship building skills ensuring ongoing industry credibility
Ability to understand and demonstrate the value proposition for the Dow Jones products
Good planning skills and attention to detail to successfully plan and complete annual renewals and to develop and implement longer-term retention strategies
10 years of proven experience in business negotiations and internal/external relationship management (could have been developed in sales, consulting, marketing, business development, financial services)
Strong relationship, interpersonal, and communication skills. Superior organizational skills, with a solution-orientated approach to problems and attention to detail.
Strong presentation skills and ability to convey information using a communication style appropriate to the audience.
Understanding of internet and intranet applications, emerging and web technologies, and industry standards. Understanding of XML and news standards formats.
Commercial awareness of the implications of potential contractual obligations.
Proven experience in managing projects according to deadlines.
High degree of professionalism, adaptability & tenacity
Dow Jones , Making Careers Newsworthy
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 - CORPORATE PARTNERSHIPS
Job Category: Sales Group
Req ID: 32140