ABOUT DOW JONES

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).

KNOWLEDGE/EXPERIENCE PREFERRED:

• Understanding of the use of news within the media monitoring and analytics, public relations, and marketing verticals a strong plus.
• Experience managing strategic partnership or major accounts in a large matrixed organization
• 4+ years of proven experience in business negotiations and internal/external relationship management (could have been developed in sales, consulting, marketing, business development, financial services)
• Strong relationship, interpersonal, and communication skills. Superior organizational skills, with a solution-orientated approach to problems and attention to detail.
• Commercial awareness of the implications of potential contractual obligations.
• Proven experience in managing projects according to deadlines.
• Good planning skills and attention to detail to successfully develop,plan, and complete long-term strategic initiatives.
• Strong presentation skills and ability to effectively convey information using a communication style appropriate to the audience.
• Understanding of modern data and content delivery capabilities, emerging and web technologies, and industry standards.
• High degree of professionalism, adaptability & tenacity
• Occasional need for travel.

ABOUT THE ROLE/POSITION:

Responsible for the management of key strategic partnerships and the retention, renewal, and growth of partnership revenue. Also responsible for coordinating with key stakeholders across the organization including sales, marketing, product, and others to deliver on objectives that promote partnerships internally and externally.

PRIMARY RESPONSIBILITIES/ACCOUNTABILITIES:

• Drive new revenue and content growth, and meet retention and renewal strategy goals within existing and new Partners
• Create and execute detailed plans around strategic initiatives with existing and new Partners
• In consultation with the Vice President, Asia Pacific, own the entire partnership lifecycle for assigned partners. This includes developing strategy for retention and upselling/cross selling, identifying new opportunities, evaluating competitiveness, and driving deals forward
• Maintain high levels of Partner satisfaction through regular communication and establishing strong relationships with all multiple Partner stakeholders; ultimately ensuring loyalty through the quality of our solutions, the quality of our relationships and the excellent level of responsiveness to their needs
• Ensure ongoing measurement of Return on Investment for the deal
• Handle all aspects of contract management
• Run the sales and marketing efforts - including go to market coordination with DJ sales and partner sales teams. Conduct or arrange Marketing Activities which promote our partnership and drive end-customer awareness of our content being a valued part of the partners’ platforms and service
• Proactive governance of all variants of partner customers including reporting
• Feedback of priorities, and governance of Content Licensing efforts by Dow Jones
• Proactively working with legal on enforcement of deal terms & content protection
• Build strong relationships with senior level leaders in our partners organizations to positively impact Business 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.
• Compile forecasts and pipelines from our salesforce and from the partners ensuring clear reporting on forthcoming renewals, withdrawals / downsells, additional sales, plus associated revenue and timescales
• Foster and maintain strong relationships between the Dow Jones and Partner sales organization.
• Support revenue growth by leveraging strategic go- to- market initiatives with B2B channel partners; e.g. conduct or arrange for marketing activities which promote our partnership and drive end-customer awareness
• Contribute thought leadership around the strategic direction of the B2B business on subjects such as brand, positioning, value proposition and product roadmap.
• Conduct or arrange through internal teams for partner 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.