Account Executive - Enterprise Accounts, Corporates

:About Our Organization:
Dow Jones is a global news and business information provider, delivering content to consumers and organizations worldwide across multiple formats, including print, digital, mobile, and live events. Dow Jones has produced unrivaled quality content for more than 125 years and today has one of the world's most significant news-gathering operations globally. It produces leading publications and products, including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Factiva, Barron's, MarketWatch, Financial News, Dow Jones Risk & Compliance, Dow Jones Newswires. Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).
About The Team
Dow Jones powers businesses, governments, and financial institutions with award-winning journalism, in-depth content archiving and indexing, robust data sets, and flexible information tools. Whether you want to uncover market advantage, integrate data into a workflow, or manage risk, Dow Jones has a portfolio of solutions to meet your information needs.
About The Role
When you join Dow Jones, you become part of one of the world's most dynamic, creative, and knowledgeable news and information companies. 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 necessary to the world's commerce, while our databases make the business world more transparent. We develop technology to transform information into insight and insight into prosperity. We enlighten and inspire audiences from 58 countries and twenty-five languages with unique and trusted content.
The role of the Account Executive (AE), Enterprise Accounts, is to develop a current 'book of business and to prospect 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 the relationships within a defined territory and will have to collaborate with supporting DJ personnel for renewals and new sales. You will have a passion for creating and fascination with maintaining high levels of activity, opening new doors, earning clients' trust, and closing business.
Client relationships are built and maintained through video conferencing, telephone, email, and in-person meetings. It 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, develop opportunities, and display a business understanding of the information needs of Fortune 1000 corporations within their respective territory.
You will report to the Regional Sales Director.
You Will

• RENEWALS: In partnership with the CES, develop 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 promptly; understanding competitor solutions the client is using and your client's current and developing needs
• FORECASTING: Manage Sales Forecast and Pipeline to ensure transparent reporting of forthcoming renewals, additional sales opportunities, plus the associated revenue and timescales
• RETENTION: Partner with an assigned DJ Client Engagement Specialist (CES) to retain Dow Jones contract revenue in the given set of customers and ensure the Dow Jones products and services address customers' needs
• MEET NEW BUSINESS TARGETS: Produce new streams of Dow Jones revenue through sales of products and services which address financial firms' needs
• DEVELOP OPPORTUNITIES: Identify opportunities for increased revenue within the set of accounts (up-selling and cross-selling), and engage with Sales Specialists to bring it to a close.
• TEAMWORK: Work on retention plans for selected customers with the extended sales team available
• Manage ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide management information.
• RELATIONSHIPS: Maintain good levels of customer satisfaction through regular communication with all customers and build working relationships with each customer
• PRODUCT KNOWLEDGE: 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
• IDENTIFY PROSPECTS: Complete market analysis to identify potential target organizations, plus the roles and individuals to prospect. Develop a plan to grow your territory by understanding the complete suite of Dow Jones products and taking them to market.
• ROLLOUT AND ADOPTION: Ensure appropriate customer training and awareness levels are provided through your means and partnering with the Account Development Team.

You Have

• Listening, questioning, written and verbal, to ensure the Dow Jones value position is articulated to prospects, a business case is presented, and a professional image
• Negotiation and closing skills to manage renewals from the AE's set of customers to a successful conclusion
• High level of knowledge of the information needs of the financial services industry from front to back office to help the client spot potential opportunities and express the benefits of Dow Jones in the appropriate business context.
• The commitment lead to achieving a new business goal
• An ability to develop and implement systems for managing administrative tasks and tracking progress against appropriate activity goals
• Experience at least five years of selling information to large corporations
• Face-to-face meetings to provide a smooth progression of opportunities through the sales cycle. This is an essential requirement since more significant deals are likely to involve multiple partners (individuals and departments) from all levels of the business
• Organize tasks and customers to ensure time is maximized for revenue-retaining activities, and most importantly, customers receive an excellent level of account management
• Sensible management of Dow Jones travel and expenses costs is expected.

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Our Benefits

• Family Care Benefits
• Paid Time Off
• Comprehensive Insurance Plans
• Employee Referral Program
• Comprehensive Healthcare Plans
• Subscription Discounts
• Retirement Plans
• Commuter Transit Program
• Education Benefits

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, email us at [email protected]. Please put "Reasonable Accommodation" in the subject line.
Business Area: PIB - SALES
Job Category: Sales
Union Status
Union role
Pay Range: $50,000 - $180,000
We recognize that attracting the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates. The quoted salary range represents our good faith estimate as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate's experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the interview process.
Pay-for-performance is a key element in our strategy to attract, engage, and motivate talented people to do their best work. Similarly to salary, for bonus eligible roles, targets are set based on a variety of factors including competitive market practice.
For benefits eligible roles, in addition to cash compensation, the company provides a comprehensive and highly competitive benefits package, with a variety of physical health, retirement and savings, caregiving, emotional wellbeing, transportation, and other benefits, including "elective" benefits employees may select to best fit the needs and personal situations of our diverse workforce..
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: 34065