Risk and Compliance Sales Specialist

1 month ago

Mumbai Metropolitan Region, India Dow Jones Full time

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 prime focus of this role is to grow the Risk & Compliance business in your assigned territory. The 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.


The 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 in industry events with regulators and thought leaders across the region
  • Educate the wider sales team about Risk & Compliance market dynamics, competition, and develop effective positioning and reasons to call
  • Work with the 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


You Will:

  • 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 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 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 and product roadmap.


You Have:

  • Background in selling sophisticated, risk-related SaaS, data, or due diligence solutions. Technical expertise is a plus.
  • 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.
  • Ability to speak knowledgeably about customers’ issues to demonstrate/convey an understanding of it.
  • 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.

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