When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we are newswires, websites, newspapers, apps, newsletters, databases, magazines, radio and television—including some of the widest-read and most-respected brands, such as Factiva, The Wall Street Journal, and Barron's. Our media inform the discussions and decisions that are vital to the world’s commerce, while our databases make the business world more transparent, allowing our customers to 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.
About The Role
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 new business, and coaches a small team of account managers. Government account managers are responsible for all aspects of the relationship with a defined set of customers, typically between 30 and 40 agencies.
The role focuses on retaining and growing existing contract revenue and uncovering new opportunities with buying centers, through telephone, email, and in-person meetings.
- Generate new streams of revenue through sales of products and services that address prospect needs.
- Lead and mentor 1–2 government account managers, providing guidance on pipeline management and building high‑trust partnerships.
- Complete territory analysis to identify potential buying centers and key decision makers; develop and execute a plan to grow the territory.
- Retain Dow Jones contract revenue in the assigned set of customers and ensure services address customers’ business needs.
- Maintain good levels of customer satisfaction through regular communication and solid working relationships.
- Manage all account renewals, initiating timely communication with clients and fulfilling contractual obligations.
- Understand clients’ businesses, resolve issues promptly, and stay aware of competitors’ solutions and client needs.
- Identify opportunities for up‑selling and cross‑selling; engage Sales Specialists when appropriate to close deals.
- Work on retention initiatives with the extended sales team.
- Explain the value proposition and benefits of Dow Jones products and solutions clearly to increase client adoption.
- Forecast and manage sales pipeline to ensure accurate reporting of renewals and new opportunities.
- Maintain accurate client records within the global CRM system.
Qualifications
- Strong time‑management skills and ability to develop effective administrative systems.
- 12+ years of sales experience with a proven track record in selling information solutions to complex organizations such as government agencies, and at least 2 years of mentoring a sales team.
- Deep understanding of government procurement complexities.
- Collaborative mindset with experience working across matrixed teams including marketing, product, and customer success.
- Ability to prioritize tasks and customers to maximize revenue‑retaining activities.
- Excellent communication skills—listening, questioning, written and verbal—to articulate value and persuade clients.
- Exceptional negotiation and closing skills to manage renewals successfully.
Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status or any other protected characteristic under applicable law.
Reasonable Accommodation: We are committed to providing reasonable accommodation for qualified individuals with disabilities in our job application and interview process. If you need assistance due to a disability, email with “Reasonable Accommodation” in the subject line and a brief description of the assistance needed.
Job Category: Sales
Base Pay Range: $180,000 – $220,000
Req ID: 53134
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