Senior Sales Specialist, Risk & Compliance

Dow Jones & Company•New York City, NY

12d•Hybrid

About The Position

Dow Jones Risk & Compliance is a global provider of best-in-class risk data, technology solutions, due diligence and managed services for managing regulatory and reputational risk. For 20+ years, its market-leading data has helped financial institutions and businesses have greater control managing Financial Crime Compliance, Third Party Risk Management, Sanctions Compliance and Trade Compliance. With a global team of expert researchers covering more than 60 languages, Dow Jones applies the same rigor to its data that it has always brought to its journalism, offering the most accurate and complete risk datasets and solutions on the market. We are seeking exceptional business development professionals to work in close partnership with the Risk & Compliance, Product and Marketing teams globally as well as the wider Dow Jones sales force. The Senior Sales Specialist, Dow Jones Risk & Compliance roles is responsible for managing the complete solutions sales cycle for Dow Jones Risk and Compliance suite or products and services, as well as coaching and mentoring sales counterparts through their sales process. The Senior Sales Specialist will drive new business revenue through any combination of the following activities: Aggressively grow revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones Own the sales process for the R&C product portfolio (including data, software, due diligence and managed services) alongside account management team Attend conferences and participate as well as speak at industry events with regulators and thought leaders across the region Educate peers and the wider sales team about Risk & Compliance market dynamics, competition, and develop effective positioning and reasons to call Work with peers and the wider sales teams to devise and implement territory business plans in order to identify growth opportunities and retain business. Contribute to or lead the writing of any proposal, statement of work or technical document relating the products Participate in, lead or coach the negotiation of terms, conditions, or price leading to closure of the contract Devise and roll out business development sales campaigns across the region and key buying centers. Other activities, tactics and behaviors as directed by sales management

Requirements

A minimum of 2 years experience in the Risk & Compliance Sales Specialist Role (or equivalent).
10+ years of overall sales experience
Be an expert in the Dow Jones Risk & Compliance product suite.
A thorough understanding of the Dow Jones Risk & Compliance solutions.
Experience in selling sophisticated, risk-related SaaS, data, or due diligence solutions.
Experience in selling information and/or compliance tools to senior business decision makers.
Ability to drive new business opportunities within new prospects, as well as ability to upsell to existing Dow Jones customers within a team selling environment.
Strong understanding of customers’ issues.
Ability to maintain effectiveness when working closely with people of diverse cultures or backgrounds.
Ability to effectively handle multiple activities and reprioritize when necessary to ensure revenue goals are achieved.
Clear, concise communication and presentation skills.

Nice To Haves

Technical expertise is a plus.

Responsibilities

Aggressively grow revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones
Own the sales process for the R&C product portfolio (including data, software, due diligence and managed services) alongside account management team
Attend conferences and participate as well as speak at industry events with regulators and thought leaders across the region
Educate peers and the wider sales team about Risk & Compliance market dynamics, competition, and develop effective positioning and reasons to call
Work with peers and the wider sales teams to devise and implement territory business plans in order to identify growth opportunities and retain business.
Contribute to or lead the writing of any proposal, statement of work or technical document relating the products
Participate in, lead or coach the negotiation of terms, conditions, or price leading to closure of the contract
Devise and roll out business development sales campaigns across the region and key buying centers.
Other activities, tactics and behaviors as directed by sales management
Identify, qualify, develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue and overall Group revenue goals.
Work closely with marketing management to ensure that events, PR, branding and communication supports sales objectives and execution plans.
Maintain robust relationships with external facilitators such as technology companies.
Maintain records of sales visits, appointments, contacts and sales campaigns in the global CRM to provide timely management information.
Educate peers and the sales team in developing and implementing both territory plans and individual strategic account plans to expand Dow Jones’ presence within the compliance & risk segment.
Contribute thought leadership around the strategic direction of the Risk & Compliance business on subjects such as brand, competitive positioning, value proposition, identifying new industry verticals and product roadmap.