Senior Account Manager

Role Overview

Senior Account Manager at Dow Jones, based in Dubai. The role focuses on growing the Dow Jones Business Intelligence line of solutions in the Middle East, specifically managing strategic retention and significant growth within the region's largest and most critical accounts.

Company Overview

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 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. The Business Intelligence Team provides services, solutions and support to a wide range of customers including financial institutions, corporations, universities, government agencies, executives and business professionals.

Role Purpose

Manage the complete solutions sales cycle for Dow Jones Business Intelligence products and services, driving new business revenue with a specific focus on the top-tier market while ensuring strategic retention and growth within the region's largest and most critical accounts.

Key Responsibilities

Portfolio Management

• Manage the existing portfolio of Key and Strategic Business Intelligence clients, with a focus on the top eight banks in the UAE, to ensure retention and significantly increase contract value.

Business Development

• Lead the identification, qualification, development, and closure of new, complex business for the entire Risk & Compliance product portfolio to achieve New Business Revenue goals.
• Identify and analyze underlying customer business and sales issues in order to match the appropriate Risk & Compliance solution and technology to the customers' requirements.

Strategic Leadership

• Contribute thought leadership around the strategic direction of the Risk & Compliance business on subjects such as brand, positioning, value proposition, and product roadmap.

Stakeholder Management

• Work closely with senior management and marketing to ensure that events, PR, branding, and communication supports sales objectives and execution plans.
• Maintain and leverage relationships with external facilitators such as technology companies providing advisory services to the market.

Qualifications & Experience

• 7 or more years of experience selling to Financial Institutions and Government Entities.
• Proven track record of selling to the top eight banks in the UAE.
• Extensive knowledge of compliance regulation across the region and deep familiarity with Risk and Compliance solutions available on the market.
• Degree level education.
• Experience in selling complex information and compliance tools to senior business decision makers at C-level and Executive level.

Skills & Competencies

• Fluency in Arabic and English.
• Exceptional ability to utilize effective influencing strategies to gain agreement or commitment to proposed Risk and Compliance solutions in order to help advance the sales process to the next level.
• Exceptional ability to speak knowledgeably about customers' issues to demonstrate and convey an understanding of them.
• Sophisticated solution sales approach.

Additional Information

Benefits

• Comprehensive Insurance Plans
• Paid Time Off
• Family Care Benefits
• Access to Dow Jones Products
• Subscription Discounts
• Employee Referral Program
• Employee Well-being Support & Fitness Programs

Employment Details

• Business Area: Dow Jones - Media Sales
• Job Category: Sales
• Union Status: Non-Union role