Enterprise Account Manager for the U.S. University Market
DJ is seeking a qualified enterprise sales professional with experience in the higher education market to join our WSJ Education sales team. This role is responsible for Dow Jones product sales, primarily selling The Wall Street Journal site licenses to universities and colleges across the US.
The ideal candidate should have an entrepreneurial spirit, be creative, self-motivated, and possess a quantifiable record of success with a demonstrated ability to meet and exceed goals. A strong interest in education, media, and learning applications is key in this role.
MEET NEW BUSINESS TARGETS: Generate new streams of revenue and circulation through sales of products and services to new university prospects while meeting and exceeding aggressive goals in a team environment
IDENTIFY PROSPECTS: Ability to complete market analysis to identify strong potentially new to company targets plus can identify specific roles/individuals within the college to prospect
DEVELOP: Strong pipeline of targets within a specific territory; focusing on reach and revenue potential
PROSPECT: Proactively and independently contact the targets identified within a large, multi-state territory. Qualify opportunities and move through stages of the sales process, if viable
ANALYZE OPPORTUNITIES: Understand the business and market issues affecting target schools, then ensure this knowledge is the foundation for our communications with prospects
STRATEGIZE: Strategy development through independent territory analysis, market analysis, and lead generation, ultimately contributing to the close of new to company business
PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the WSJ and other products (as they become available), and use this knowledge to ensure that solutions address the business needs of the customer
FORECAST: Manage a complex sales cycle, the forecast, and pipeline to ensure accurate recording of prospecting activity, conversion success, active sales opportunities at each stage of the sales cycle and, forthcoming new business reach and revenue
MANAGE PROSPECT/CLIENT INFORMATION: Keep accurate records in the global CRM system to provide a solid deal history, clearly identifying the steps taken to close new business
RENEW EXISTING ACCOUNTS: Manage ongoing relationships with existing customers to ensure customer satisfaction. Recognize opportunities to expand relationships. Renew accounts.
Skills & Experience
5-7 years of sales experience required with a minimum of 3 years of higher education experience.
Ability to present complete information to c-suite stakeholders and executive-level prospects
Confident at cold calling, understanding, and respecting the academic calendar to identify the best times to successfully reach prospects when they are ready and able to listen
Strong results orientation, with the commitment, and drive to achieve a new business goal in a demanding and competitive business environment; expertise in pushing enterprise or complex sales forward
Passionate about closing business, with a hunter mentality, and self-motivated to work independently on finding new leads; Self-started who sees opportunities and brings fresh ideas to the table
Excellent communication skills (listening, questioning, written and verbal) and presentation skills to ensure the Dow Jones value position and The Wall Street Journal brand are clearly articulated to prospects and represented in all communications
Strong technology skills for remote work and on-site presentations are required. Must be comfortable using and learning new software products. Google Suite product experience is a plus. Salesforce CRM experience is strongly preferred.
Exceptional negotiation and closing skills to build a solid and persuasive business case, overcome objections, use supporting information where necessary, and manage sales opportunities to a successful conclusion..
Ability to work independently and creatively to generate new interest, organize, track, and manage the progress of prospects and existing customers.
Capable of successfully contributing to shared team goals, with a focus on metrics, data, and reporting
A college degree or equivalent is required.
Openness to working on special projects as assigned.
Minimal travel required, as needed, to partner schools, conferences, and specific events.
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: WSJ MEMBERSHIP GROUP
Job Category: Sales Group
Req ID: 32671