Account Manager

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 were newswires websites newspapers apps newsletters databases magazines radio and televisionincluding some of the widestread and mostrespected brands like Factiva The Wall Street Journal and Barrons. Our media inform the discussions that are necessary to the worlds commerce while our databases make the business world more transparent. We 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 creative and trusted content.Joining a growing team the Account Manager will focus on the management and growth of Dow Jones Risk & Compliance client portfolio in the Middle East. These are clients that are relying on our services for their antimoney laundering counter terrorist financing and thirdparty risk management programmes. The Account Manager will initiate sales activity with new buying centres and new prospects across the region. Client relationships are built and maintained by telephone email and inperson meetings. An ability to develop strong business relationships in a phonebased and in personbased environment is crucial to the success of this role. The Account Manager is accountable for developing and implementing sales strategies and best practices to achieve revenue targets. Given the focus on risk & compliance the Account Manager will require knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.Position Summary Statement:The prime focus of this role is to grow the Risk & Compliance business in the Middle East. Based in the UAE the Account Manager retains the existing portfolio of clients and for managing the complete solutions sales cycle for Dow Jones Risk and Compliance suite or products and services. You will build new business revenue through any combination of the following activities:MEET NEW BUSINESS TARGETS: Grow revenue for the R&C business across the region through new clients and by crossselling/upselling existing ones.RETENTION: Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones R&C products and services address customers needsRELATIONSHIPS: Build relationships with Senior Level customer contacts to retain the business and look for expansion opportunities within the R&C solutions.ACCOUNT MANAGEMENT: Responsible for all areas of account management including the development of good account understanding understanding clients businesses and resolving issues promptly; understand competitor solutions the client is using and our customers current and developing needsSALES REPORTING: Manage pipeline and forecast processes to portray the number of sales opportunities the percentage of opportunities to close the realistic timeframe and the potential revenue. Maintain accurate and appropriate client records within the global CRM system to provide management information.PROJECT MANAGEMENT: Organise and coordinate the efforts of other teams necessary to achieve sales goals. These can include colleagues from Product Marketing Customer Service and Editorial.TEAMWORK: Work on proposals RFPs tenders and retention projects with the extended team available.Responsibilities/Accountabilities:Identify qualify develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue goals.Manage existing portfolio of R&C clients to ensure retention and increase contract value.Work with senior management and marketing to ensure that events PR branding and communication supports sales goals and execution plans.Identify and analyse underlying customer business and sales issues to match the appropriate Risk & Compliance solution/technology to the customers requirements. A solution sales approach is a prerequisite.Maintain relationship with external facilitators such as technology companies providing advisory services to the marketContribute expertise around the strategic direction of the Risk & Compliance business on subjects such as brand positioning value proposition and product roadmap.Knowledge Skills and Experience Required:Fluency in English. Arabic an advantage. Degree level education.3 years of experience selling information and compliance tools to senior business decision makers.Knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.Ability to drive new business opportunities within new prospects within the R&C market and ability to upsell to existing Dow Jones R&C customers.Ability to utilise influencing strategies to gain agreement or commitment to proposed R&C solutions to help grow the sales process to the next level.Ability to speak about customers issues to demonstrate/convey an understanding of it.Ability to maintain effectiveness when working with people of diverse cultures or backgrounds.Ability to effectively handle multiple activities and reprioritise to ensure revenue goals are achieved.This role requires extensive overseas travel to develop sales opportunities and support existing clientsComprehensive Healthcare PlansPaid Time OffRetirement PlansComprehensive Medical Dental and Vision Insurance PlansPaid Maternity and Paternity LeaveFamily Care BenefitsCommuter Transit ProgramSubscription DiscountsEmployee Referral Program#LIHybridReasonable accommodation: Dow Jones Making Careers Newsworthy We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity or expression pregnancy age national origin disability status genetic information protected veteran status or any other characteristic protected by law.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 confidential Please put Reasonable Accommodation in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.Business Area: Dow Jones Business IntelligenceJob Category: SalesUnion Status:NonUnion roleSince 1882 Dow Jones has been finding new ways to bring information to the worlds 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 Barrons 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 awardwinning 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.
Job Description: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 were newswires websites newspapers apps newsletters databases magazines radio and televisionincluding some of the widestread and mostrespected brands like Factiva The Wall Street Journal and Barrons. Our media inform the discussions that are necessary to the worlds commerce while our databases make the business world more transparent. We 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 creative and trusted content.Joining a growing team the Account Manager will focus on the management and growth of Dow Jones Risk & Compliance client portfolio in the Middle East. These are clients that are relying on our services for their antimoney laundering counter terrorist financing and thirdparty risk management programmes. The Account Manager will initiate sales activity with new buying centres and new prospects across the region. Client relationships are built and maintained by telephone email and inperson meetings. An ability to develop strong business relationships in a phonebased and in personbased environment is crucial to the success of this role. The Account Manager is accountable for developing and implementing sales strategies and best practices to achieve revenue targets. Given the focus on risk & compliance the Account Manager will require knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.Position Summary Statement:The prime focus of this role is to grow the Risk & Compliance business in the Middle East. Based in the UAE the Account Manager retains the existing portfolio of clients and for managing the complete solutions sales cycle for Dow Jones Risk and Compliance suite or products and services. You will build new business revenue through any combination of the following activities:MEET NEW BUSINESS TARGETS: Grow revenue for the R&C business across the region through new clients and by crossselling/upselling existing ones.RETENTION: Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones R&C products and services address customers needsRELATIONSHIPS: Build relationships with Senior Level customer contacts to retain the business and look for expansion opportunities within the R&C solutions.ACCOUNT MANAGEMENT: Responsible for all areas of account management including the development of good account understanding understanding clients businesses and resolving issues promptly; understand competitor solutions the client is using and our customers current and developing needsSALES REPORTING: Manage pipeline and forecast processes to portray the number of sales opportunities the percentage of opportunities to close the realistic timeframe and the potential revenue. Maintain accurate and appropriate client records within the global CRM system to provide management information.PROJECT MANAGEMENT: Organise and coordinate the efforts of other teams necessary to achieve sales goals. These can include colleagues from Product Marketing Customer Service and Editorial.TEAMWORK: Work on proposals RFPs tenders and retention projects with the extended team available.Responsibilities/Accountabilities:Identify qualify develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue goals.Manage existing portfolio of R&C clients to ensure retention and increase contract value.Work with senior management and marketing to ensure that events PR branding and communication supports sales goals and execution plans.Identify and analyse underlying customer business and sales issues to match the appropriate Risk & Compliance solution/technology to the customers requirements. A solution sales approach is a prerequisite.Maintain relationship with external facilitators such as technology companies providing advisory services to the marketContribute expertise around the strategic direction of the Risk & Compliance business on subjects such as brand positioning value proposition and product roadmap.Knowledge Skills and Experience Required:Fluency in English. Arabic an advantage. Degree level education.3 years of experience selling information and compliance tools to senior business decision makers.Knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.Ability to drive new business opportunities within new prospects within the R&C market and ability to upsell to existing Dow Jones R&C customers.Ability to utilise influencing strategies to gain agreement or commitment to proposed R&C solutions to help grow the sales process to the next level.Ability to speak about customers issues to demonstrate/convey an understanding of it.Ability to maintain effectiveness when working with people of diverse cultures or backgrounds.Ability to effectively handle multiple activities and reprioritise to ensure revenue goals are achieved.This role requires extensive overseas travel to develop sales opportunities and support existing clientsOur BenefitsComprehensive Healthcare PlansPaid Time OffRetirement PlansComprehensive Medical Dental and Vision Insurance PlansEducation BenefitsPaid Maternity and Paternity LeaveFamily Care BenefitsCommuter Transit ProgramSubscription DiscountsEmployee Referral Program#LIHybridReasonable accommodation: Dow Jones Making Careers Newsworthy We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity or expression pregnancy age national origin disability status genetic information protected veteran status or any other characteristic protected by law.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 confidential Please put Reasonable Accommodation in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.Business Area: Dow Jones Business IntelligenceJob Category: SalesUnion Status:NonUnion roleSince 1882 Dow Jones has been finding new ways to bring information to the worlds 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 Barrons 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 awardwinning 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: 41669 This job has been sourced from an external job board.More jobs on
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