GI - New Business Sales - Europe

About the Role: The Team: Our trade and supply chain, risk, economics and third-party risk and compliance data and consulting services are used by senior executives within multinational corporations, financial organizations, and government organizations to underpin critical strategic decisions and provide them with a 360-degree perspective on what matters most to their business or organization.

The Impact: The Global Insights portfolio of solutions supports our customers with a horizontal view of the geographies, sectors, and environments that shape the world in which they, their suppliers, and their customers operate. With data and consulting solutions spanning across trade and supply chain, risk, economics and third-party risk and compliance this role presents an exciting opportunity to be at the forefront of shaping our customers’ strategies. All our solutions are supported by best-in-class researchers, consultants, subject matter experts, solutions engineers and data and analytics teams.

What’s in it for you: As new business sales director for UK & Ireland, you will be responsible for individual contributions for our Global Insights solutions across UK & Ireland. You will be responsible for retiring your annual quota through the sales of subscriptions, consulting and one-time sales into all Diversified Corporate verticals across UK & Ireland. You will leverage an organized and metrics-driven approach to drive success and adapt GTM plays and product feedback. You will help solve some of the biggest risk and growth challenges the corporates vertical face. Supporting you will be our deep bench of consultants, product experts, and solutions engineers from across Global Insights.

The Product Suite: Trade & Supply Chain – Supply Chain Console, Panjiva, Pricing and Purchasing, PIERS, Global Trade Analytics Suite, JOC, Port Performance, MIRS, Ships Data, Ports & Terminals, Maritime Portal, Vessel Tracking. Global Risk & Economics – US Econ, Global Econ, PMI, Industry Solutions – CIS, Country Risk, Banking Risk, Foresight, Combined Country Intelligence - ADCAF, BRS, Country default monitoring. Third-Party Risk and Compliance – Entity Insights, Supplier Risk Indicator, Trade Compliance. Secure Consulting – Economic Industry & Planning, Geopolitics and Risk Intelligence, Supply Chain & Logistics.

The Territory: Diversified Corporates – All corporates within UK & Ireland excluding majority maritime or defence-focused firms.

Responsibilities:

• Meeting and exceed your annual quota and contribute to the diversified corporates team targets for new business sales (subscriptions, one-time and consultancy) across UK & Ireland.
• Owning your quota; accurately forecasting and communicating committed and best-case deals in your pipeline monthly and quarterly.
• Execute existing GTM sales plays and help design and execute evolving sales plays with sales and product leadership input across the Global Insights product suite.
• Work with the S&P Market Intelligence account management team to ensure maximum collaboration before and at renewal to drive growth in the existing footprint.
• Plan outbound marketing campaigns with sales, product, and marketing leadership; identify external events and plan internal customer events.
• Live a culture of continual improvement to move efficiently through key stages of the sales process and demonstrate Exit Gates at each stage.
• Ensure MEDDPICC qualification is employed for enterprise deals.
• Travel throughout UK & Ireland as required to meet customers and prospects.
• Synergy Sales – meeting key synergy or cross-selling targets set by the wider organization.

What We’re Looking For:

• Demonstrate the ability to understand the data & analytics subscription and one-time sales process.
• Demonstrate the ability to understand the consultancy sales process.
• Understand the Corporates Vertical and key C-level initiatives that translate into actionable tasks with Global Insights Solutions.
• Understand or learn the key personas within the Corporates Vertical and how they are measured and challenges they face.
• Tie understanding of the Corporates Vertical and personas to a plan of how to sell to them.
• Understand or learn multiple Global Insights data, analytics, and research solution sets and how they solve customer challenges.
• Understand or learn how Global Insights consultancy services solve key customer challenges for upsells and new logos.
• Proven ability to generate outbound pipeline from existing relationships and new logos.
• Build and execute an annual sales plan highlighting existing customer growth and white space; generate meetings from existing S&P relationships and from cold outreach.
• Write content for email outreach campaigns and organize in-person customer events.
• Proven ability to sell at both transactional and enterprise levels with ticket sizes $50k-$500k.
• Prepare thoroughly for sales meetings; demonstrate discovery across user personas and build multiple champions at various levels.
• Deliver email recap and professional proposals capturing pain points and ROI of Global Insights solutions; manage defined outcomes for trials/POCs/pilots.
• You are high energy, curious about prospect personas and challenges; persistent in learning and improving; driven to succeed and improve execution efficiency.

About S&P Global Market Intelligence: At S&P Global Market Intelligence, we deliver unrivaled insights and leading data and technology solutions to help customers expand their perspective and make data-driven decisions. For more information, visit www.spglobal.com/marketintelligence.

What’s In It For You? Our mission is advancing essential intelligence. Our people are 35,000+ strong worldwide, driven by curiosity and a belief that Essential Intelligence can help build a more prosperous future. We are committed to a more equitable future and empowering customers to find sustainable ways of doing business.

Our Values: Integrity, Discovery, Partnership.

Benefits: Health & Wellness: Health care coverage designed for mind and body. Flexible Downtime: Generous time off. Continuous Learning: Access to resources to grow your career. Invest in Your Future: Competitive pay, retirement planning, continuing education, and financial wellness programs. Family Friendly Perks: Perks for partners and children. Beyond the Basics: Perks from discounts to referral awards.

For more information on benefits by country visit: www.spbenefits.com.

Equal Opportunity: S&P Global is an equal opportunity employer. We consider all qualified candidates without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, veteran status, unemployment status, or any other status protected by law. If you need accommodation during the application process, please email EEO.Compliance@spglobal.com.