Jobs and Careers

Enterprise Sales Specialist

Dow Jones

New York City, United Statesfull_timeVerifiedPosted 18 Dec 2024

💰 $160,000/yr($130,000/yr – $160,000/yr)

About the role

Job Description:

About Our Organization:

Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 130 years and today has one of the world's largest news-gathering operations globally. It is home to leading publications and products including the flagship Wall Street Journal, America's largest newspaper by paid circulation; Barron's, MarketWatch, Mansion Global, Financial News, Investor's Business Daily, Factiva, Dow Jones Risk & Compliance, Dow Jones Newswires, OPIS and Chemical Market Analytics. Dow Jones is a division of News Corp (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).

About the Team:

Our Business Intelligence Team provides services, solutions and support to a wide range of customers including financial institutions, corporations, universities, government agencies, executives and business professionals.

About the Role:

As a key member of our Professional Information Business Sales team, we are seeking an exceptional individual to work as a Solution Sales Specialist within the Specialty Sales team and with the wider Dow Jones sales force.

The Dow Jones Solution Sales Specialist roles are responsible for driving and assisting the generalist sales team in selling and marketing the content and solutions suite that includes Dow Jones Newswires, News Analytics, and Factiva content sets across both the Corporate market and the Financial Services market. The Solution Sales Specialist will also utilize their proven experience in successfully selling content to multiple buying centers in Fortune 1000 firms, along with their demonstrated experience creating use-case scenarios for the sale of content within this domain.

The role includes identifying customer segments, devising the appropriate message articulating the value proposition relevant to the target audience and generating leads and new sales opportunities. The prime focus of the role is on setting new sales appointments within identified prospects, supporting the generalist sales team with highly detailed and specific knowledge on Dow Jones' News & Insights products and services, serving as a continual feedback mechanism for the Product Group, and closing business.

You Will:

Identify, source, qualify, develop and close new business for enterprise datafeeds such as Dow Jones Newswires, News Analytics and Factiva across an assigned region to achieve individual revenue and overall Specialist revenue goals.
Assist in growing revenue with Sales Generalists on assigned territories.
Work as a valued team member with Sales Generalists and accelerate sales opportunities through the Dow Jones sales process.
Evaluate potential market opportunities and competitors to ensure we are maximizing revenue and selling against competitors.
Work closely with marketing and product to support sales objectives and execution plans.
Identify and analyze underlying customer business issues in order to match the appropriate solution/technology to solve the customers' business requirements.
Maintain meticulous records of sales visits, appointments, contacts and sales opportunities in the global CRM to provide timely management information.
Contribute thought leadership around the strategic direction of the Enterprise sales team on subjects such as sales approach, product roadmap, positioning, and value proposition.

You Have:

7+ Years of experience required
High level of initiative and self-motivation, ability to work in a team environment.
Experience in selling news information, data, and services tools to key business decision makers.
Understanding of internet and intranet applications, emerging web and data analytics technologies, and industry trends. Knowledge of data feeds and APIs and their potential application in solving business issues is particularly useful and highly desirable.
Ability to lead inspirational presentations in a customer-facing environment in an adaptive style.
Ability to utilize effective influencing strategies to gain agreement or commitment to proposed solutions.
Ability to identify and architect multi-faceted solutions to meet customer needs.
Ability to drive new business opportunities within new prospects, as well as ability to up-sell existing clients in their territory.
Ability to effectively handle multiple activities ensuring revenue goals is achieved.