Job Information
Dow Jones Director, Business Development in PRINCETON, New Jersey
About Our Organization:
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 flagship 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 (Nasdaq: NWS, NWSA; ASX: NWS, NWSLV).
About the Role
The Dow Jones Partners and Licensing team foster and grows relationships with Partners and Licensors around the world, helping to power the Professional Information Business, the B2B division of Dow Jones & Company. As the Director of Business Development, you will be responsible for managing business development activities in our B2B business primarily through partnerships, but also our products and content delivery tools. This includes among other duties, developing and negotiating contracts to help power the products and solutions of our Partners and through our Partners. The purpose of this position is to maximize revenue and revenue margin through developing our existing partnerships, exploring & executing plans for growing our business ventures, and finding new ways to provide better services to our end users in these markets. This role must maintain and develop senior level relationships with our partners ensuring that we're fully utilized by the partner and that we're top of mind for all their new business needs.
You Will:
Drive new revenue and meet retention and renewal strategy goals.
Build strong relationships with senior level leaders in the Partner organizations so that we stay top of mind throughout the organization as a valued partner, and our content and data is maximized within the bounds of the agreements in place.
Develop and maintain relationships with the partner sales organizations and staff members.
Conduct or arrange (through Marketing and the Product teams) for training, sales material, support material, and develop a feedback loop so that Dow Jones Information is at the forefront of the partners' sales teams and so we can collect regular feedback, and if desired, adjust our offerings accordingly.
Conduct or arrange for Marketing Activities which promote our partnership and drive end-customer awareness of our content being a valued part of the partners' platforms and services.
Retain Dow Jones' contracted revenue in the assigned set of Partners, ensuring content, products, and services suitably address business needs
Maintain high levels of Partner satisfaction through regular communication and establishing strong relationships with all Partners; ultimately ensuring loyalty through the quality of our solutions, the quality of our relationships and the excellent level of responsiveness to their needs
Identify new information sources that help our partners better solve their problems and drive increased engagement with users of our partners products.
Take prospective Partners through our Partner Process, ensuring internal consensus has been gained on the terms and nature of the partnership, and you are establishing a mutually beneficial relationship for Dow Jones and the Partner
Manage forecasts and pipelines ensuring clear reporting on forthcoming renewals, withdrawals / downsells, additional sales/content opportunities, plus associated revenue and timescales
Manage all aspects of the renewal process; including data collation and presenting a compelling business case
Maintain accurate and appropriate records within the global CRM systems providing management information
Support and work with our Success Managers in successfully onboarding Partners once agreements are signed or modified. Activities include working with Marketing and Sales on Communication Plans, ensuring proper content testing and delivery, billing set up and invoicing, Sales Team training, and records management
Assist Regional Head and/or Head of IP Coverage in implementing, adapting, revising and continuing to develop regional revenue and content acquisition strategy
Work in close collaboration with Legal, Finance, Product and Tech teams to ensure technical feasibility, compliance with Certification requirements, completion of NDAs and Partner suitability evaluations, agreement negotiations, vetting and implementation of demo/trials, and new and on-going record management and reporting
You Have:
10 years of proven experience in business negotiations and internal/external relationship management (could have been developed in sales, consulting, marketing, business development, financial services)
Understanding of internet and intranet applications, emerging and web technologies, and industry standards. Understanding of XML and news standards formats.
Commercial awareness of the implications of potential contractual obligations.
Proven experience in managing projects according to deadlines.
Proven successful track record in a relationship management role supporting strategic solutions to major companies
Firm experience in business development with a track record of winning
Ability to understand and demonstrate the value proposition for the Dow Jones products
Good planning skills and attention to detail to successfully plan and complete annual renewals and to develop and implement longer-term retention strategies
Our Benefits
Comprehensive Healthcare Plans
Paid Time Off
Retirement Plans
Comprehensive Medical, Dental and Vision Insurance Plans
Education Benefits
Paid Maternity and Paternity Leave
Family Care Benefits
Commuter Transit Program
Subscription Discounts
Employee Referral Program
Learn more about all our US benefits
Reasonable accommodation: Dow Jones, Making Careers Newsworthy - We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.EEO/AA/M/F/Disabled/Vets. Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, email us at talentresourceteam@dowjones.com. Please put "Reasonable Accommodation" in the subject line and provide a brief description of the type of assistance you need. This inbox will not be monitored for application status updates.
Business Area: Dow Jones - Partnerships & Licensing
Job Category: Sales
Union Status:
Non-Union role
Pay Range: $145,000 - $175,000
We recognize that attracting the best talent is key to our strategy and success as a company.As a result, we aim for flexibility in structuring competitive compensation offers to ensure we are able to attract the best candidates.The quoted salary range represents our good faith estimate as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate's experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the interview process.
Pay-for-performance is a key element in our strategy to attract, engage, and motivate talented people to do their best work. Similarly to salary, for bonus eligible roles, targets are set based on a variety of factors including competitive market practice.
For benefits eligible roles, in addition to cash compensation, the company provides a comprehensive and highly competitive benefits package, with a variety of physical health, retirement and savings, caregiving, emotional wellbeing, transportation, and other benefits, including "elective" benefits employees may select to best fit the needs and personal situations of our diverse workforce..
Since 1882, Dow Jones has been finding new ways to bring information to the world’s top business entities. Beginning as a niche news agency in an obscure Wall Street basement, Dow Jones has grown to be a worldwide news and information powerhouse, with prestigious brands including The Wall Street Journal, Dow Jones Newswires, Factiva, Barron’s, MarketWatch and Financial News.
This longevity and success is due to a relentless pursuit of accuracy, depth and innovation, enhanced by the wisdom of past experience and a solid grasp on the future ahead. More than its individual brands, Dow Jones is a modern gateway to intelligence, with innovative technology, advanced data feeds, integrated solutions, expert research, award-winning journalism and customizable apps and delivery systems to bring the information that matters most to customers, when and where they need it, every day.
