وصف الوظيفة
Role Overview
Account Manager at Dow Jones, based in Dubai. This role focuses on growing the Dow Jones Business Intelligence line of solutions in the Middle East, managing the complete solutions sales cycle for Dow Jones Business Intelligence products and services.
Company Overview
Dow Jones Risk 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 manage Financial Crime Compliance, Third Party Risk Management, Sanctions Compliance and Trade Compliance. The team includes expert researchers covering more than 60 languages, applying rigorous standards to risk datasets. Dow Jones is a division of News Corp and home to leading publications including the Wall Street Journal, Barron's, MarketWatch, Factiva, and Dow Jones Newswires.
Role Purpose
Drive revenue growth for Dow Jones Business Intelligence solutions in the Middle East by identifying and closing new business opportunities, managing existing client relationships, and delivering tailored Risk and Compliance solutions to financial institutions and government entities.
Key Responsibilities
Business Development
- Identify, qualify, develop and close new business for the entire Risk and Compliance product portfolio to achieve individual New Business Revenue goals.
- Drive new business opportunities within new prospects in the Business Intelligence Market, particularly the Risk and Compliance sector.
- Upsell to existing Dow Jones customers.
Account Management
- Manage existing portfolio of Risk and Compliance clients to ensure retention and increase contract value.
Solution Delivery
- Identify and analyse underlying customer business and sales issues to match appropriate Risk and Compliance solutions and technology to customer requirements.
- Demonstrate and convey understanding of customers' issues to advance the sales process.
- Utilize effective influencing strategies to gain agreement or commitment to proposed Risk and Compliance solutions.
Strategic Partnerships
- Maintain relationships with external facilitators such as technology companies providing advisory services to the market.
- Work closely with senior management and marketing to ensure events, PR, branding and communication support sales objectives and execution plans.
Thought Leadership
- Contribute thought leadership around the strategic direction of the Risk and Compliance business on subjects including brand, positioning, value proposition and product roadmap.
Qualifications & Experience
- 5+ years of experience selling to Financial Institutions and Government Entities.
- Degree level education.
- Experience in selling information and/or compliance tools to senior business decision makers.
- Extensive knowledge of compliance regulation across the region and familiarity with Risk and Compliance solutions available on the market.
Skills & Competencies
- Fluency in Arabic and English.
- Ability to drive new business opportunities within new prospects in the Business Intelligence Market.
- Ability to utilize effective influencing strategies to gain agreement or commitment to proposed solutions.
- Ability to speak knowledgeably about customers' issues.
- Ability to maintain effectiveness when working closely with people of diverse cultures or backgrounds.
- Ability to effectively handle multiple activities and reprioritise when necessary to ensure revenue goals are achieved.
- Solution sales approach is a pre-requisite.
Additional Information
Employment Type
Non-Union role.
Benefits
- Comprehensive Insurance Plans.
- Paid Time Off.
- Family Care Benefits.
- Access to Dow Jones Products.
- Subscription Discounts.
- Employee Referral Program.
- Employee Well-being Support and Fitness Programs.