Senior Software Sales Executive

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:

OPIS, a Dow Jones company, provides price transparency across the global fuel supply chain, including the Spot, Wholesale Rack and Retail markets. OPIS enables customers to buy and sell energy commodities with confidence with multi-platform access to accurate data, real-time news, powerful software and educational events. Our commitment to reliability is reinforced by personalized customer service and constant innovation. OPIS listens to what the energy community needs and responds with flexible and easy-to-use products. Navigating world fuel markets is complex – OPIS makes it simpler.

About the Role:

As Senior Software Sales Executive for OPIS, you will lead and support collaborative sales efforts to grow our retail product lines, ensure profitability, and sustain growth. You will work with the retail team to build strategic account plans that uncover revenue opportunities for existing and new accounts. You will find great solutions for each client with an understanding of their business and collaborate with our retail team & sales partners from inception to close. You will report to the Executive Director of Sales and Business Development. Travel is required (30%).  

You Will:

• Demonstrate knowledge of the company's retail products/services and pricing practices and understand the product market position 

• Collaborate closely with the business development teams and account managers within OPIS to establish and implement strategies that encourage product and retail revenue growth

• Be involved in all aspects of the sales process and work with the business development team, account managers, and technical teams to keep them informed about product capabilities, success stories, and effective strategies

• Build and maintain business relationships with current and potential customers 

• Attend industry shows and conferences where you will create and lead advanced solution presentations that match identified customer needs using OPIS retail product line

• Coordinate and organize technical support for demos, PoCs, evaluation, and training, and work with team members to develop clear and effective written proposals, quotations, and value propositions

• Create and maintain a healthy and clean pipeline and forecast to the business on a weekly and monthly basis

• Manage deals and contracts in the CRM system

• Up-sell additional software and services to existing customers 

• Create revenue pipeline through outbound prospecting, trade shows, and other functions

• Qualify incoming prospects during introductory calls, whether generated through outbound initiatives or marketing driven

• Communicate with multiple internal departments about client feedback and plans, and work cross-functionally to solve problems

You Have:

• At least 7 years’ sales or consulting experience selling SAAS (software/technology) applications

• Experience with business development in the retail space

• Proven track record and experience in business negotiations and internal/external relationship management 

• Ability to work independently with multiple teams and hierarchies within an organization

• Proficiency in Google Suite, LinkedIn, and