Geopolitical Regional Sales Director

About the Team

Dow Jones is a dynamic, creative and savvy news and information company, a global leader in news and business intelligence. We produce newswires, websites, newspapers, apps, newsletters, databases, magazines, radio and television—including renowned brands such as Factiva, The Wall Street Journal, and Barr s. Our media inform vital discussions and decisions worldwide, while our databases increase transparency, helping customers uncover growth opportunities and mitigate risk.

We continually 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 authoritative, differentiated, and trusted content.

The newly formed Government team sits within our B2B group and provides services, solutions and support to a wide range of customers from all areas of the national government landscape. From executive, legislative and regulatory bodies to defense and energy departments, Dow Jones supports the information and intelligence needs across all offices and agencies.

This is a player/coach role, reporting to the VP, North America B2B Sales Lead. The Regional Sales Director manages a book of business, prospects for new business, and coaches a small team of account managers. Government account managers handle all aspects of relationships with a defined set of customers, typically managing 30 to 40 agencies based on complexity and size. The director is responsible for retaining and growing existing contract revenue within their customer base while uncovering and nurturing new opportunities.

• MEET NEW BUSINESS TARGETS:
  Generate new streams of Dow Jones revenue through sales of products and services that address prospects’ business needs.
• MANAGE and COACH:
  Lead or mentor 1–2 government account managers, providing guidance on pipeline management, advancement and building high‑trust partnerships.
• IDENTIFY PROSPECTS:
  Complete territory analysis to identify potential buying centers and the specific roles and individuals to be prospected. Develop and execute a plan to grow your territory by understanding the full suite of Dow Jones products and successfully taking them to market.
• RETENTION:
  Retain Dow Jones contract revenue in the assigned set of customers and ensure the products and services address customers’ business needs.
• RELATIONSHIPS:
  Maintain high levels of customer satisfaction through regular communication with all customers, building solid working relationships with each client.
• RENEWALS:
  Develop and execute a plan to manage all account renewals, initiating communication with the client at the appropriate time and fulfilling contractual obligations for providing account information.
• ACCOUNT MANAGEMENT:
  Provide comprehensive account management, develop a deep account understanding, resolve issues in a timely manner, and stay informed on competitor solutions the client is using.
• DEVELOP OPPORTUNITIES:
  Identify opportunities for increased revenue within the set of accounts (up‑selling and cross‑selling), engaging Sales Specialists when appropriate to close the deal.
• TEAMWORK:
  Collaborate on retention initiatives for selected customers with the extended sales team.
• PRODUCT KNOWLEDGE:
  Clearly articulate the value proposition and benefits of Dow Jones products and solutions, using this knowledge to enhance value and adoption for the client.
• FORECASTING:
  Manage sales forecast and pipeline to ensure clear reporting of forthcoming renewals, additional sales opportunities, and associated revenue and timelines.
• MANAGING ACCOUNT INFORMATION:
  Maintain accurate, appropriate client records within the global CRM system to provide timely management information.

• Strong time‑management skills, with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against activity goals.
• 12+ years of sales experience and a proven track record of success in selling information solutions to complex organizations, such as government agencies, and at least 2 years of mentoring a sales team.
• Deep understanding of the complexities of government…