Sales Executive, Corporate Subscriptions

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 Role

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, Dow Jones Risk & Compliance, 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. From 58 countries and in twenty five languages, we enlighten and inspire audiences with authoritative, differentiated and trusted content.

Our Enterprise Sales team is currently seeking a New Business Sales Executive to join our Corporate sales team. The New Business Sales Executive is responsible for driving new business of The Wall Street Journal, Barron’s and Marketwatch products through prospecting, cold-calling and client-calls. You will nurture leads while feeding their prospect funnel. You will be responsible for initiating sales activity with new-to-company prospects and new buying centers within existing clients through lead research and qualification.

You will develop and execute targeted campaigns to contact prospects via telephone, email and social media. Using a consultative sales approach, you will identify and develop a good understanding of the clients’ business needs and deliver an initial value proposition of our Corporate products to generate interest. You will be responsible for managing the complete sales cycle from start to finish. You must maintain accurate and appropriate client records within the Company’s CRM. You will develop product subject matter expertise and align with the inside sales specialists for collaboration and best practices

You Will:

● MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of WSJ, Barron’s and Marketwatch products and services to new to company prospects which address their business needs 

● IDENTIFY PROSPECTS: Complete market analysis to identify good potential new to company target organizations, plus the specific roles and individuals to be prospected 

● PROSPECT: Pro-actively contact the targets identified. You will need to quickly qualify genuine opportunities and move these to the next stage of the sales process, or quickly move on in cases where no worthwhile opportunity exists 

● ANALYZE OPPORTUNITIES: Understand the business issues affecting targeted industry sectors and/or specific prospects, then ensure this knowledge is the foundation for our communications with prospects

● PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Corporate products and solutions, and use this knowledge to ensure that solutions address clear business needs for the prospect 

● FORECAST: Manage Sales Forecast and Pipeline to ensure accurate recording of prospecting activity, conversion success, active sales opportunities at each stage of the sales process and forthcoming new business revenue

● TRACK ACTIVITY AND SUCCESS: A PROVEN SUCCESSFUL TRACK RECORD in a new business development role that requires cold calling 

● MANAGE PROSPECT/CLIENT INFORMATION: Keep accurate and clear records within the global CRM system to provide a solid deal history, showing clearly the steps taken to reach closure on new business deals 

You Have:

• 5+ years of experience selling subscription-based products (business information and research) is a plus.  
• Confident at cold calling, understanding the best times to successfully reach prospects when they are ready to listen 
•  Strong results orientation, with the commitment and drive to achieve a new business goal in a demanding and competitive business environment   
• Passionate about closing bu