About the Role:
New Business Sales Specialist – Government, Defence & National Security – UK
Grade Level (for internal use): 12
The Team: Our economic and industry forecasts, maritime, risk and compliance capabilities are used by strategists, data analysts, senior advisors and operational personnel within government and defense organisations 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 Intelligence (GI) 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 solutions spanning Global Risk and Maritime, Economic Indicators and Forecasts, Trade Compliance and Shipping Intelligence, this role presents an exciting opportunity to be at the forefront of shaping our customers’ strategies.
What’s in it for you: Reporting into the Head of Government, Defence & National Security – UK, you will drive new business sales for our Maritime, Risk, Compliance & Economic solutions within GI across the UK. You will sell both subscriptions and consulting deliverables across several sectors requiring business development and consultative skills. Your territory will focus on all Government departments, Defence organisations public and private. You will nurture relationships with senior level executives responsible for critical decision making in their organisations. Internally, you will have access to our network of experts from across GI for insight and support throughout the sales cycle.
The Territory: Government – All UK Government Departments, MOD, FCDO, DBT etc; Defence – All services, Navy, Army, Airforce; National Security – Law enforcement, border agencies, customs; Defence Private Sector.
Key End User Persona: Data Analysts, Trade Advisors, Naval Officers, Intelligence Analysts, MOD Procurement, Maritime Watch Officers, Supply Chain analysts.
Responsibilities:
* Meeting and exceeding new business sales targets on a monthly and annual basis for both subscriptions and consultancy sales
* Owning your number – accurately forecasting committed and best‑case deals monthly and pipeline quarterly
* Outbound pipeline generation – meeting agreed customer outbound activity targets
* Solutions and customer knowledge – personal responsibility to learn GI product suite, key customer pain points for the GDNS vertical and personas to ensure enterprise and transactional level selling
* Strategic development of the UK GDNS sector and import to the go‑to‑market plan
* Synergy sales – meeting any synergy or cross‑selling targets set by the wider organisation
* Key stakeholder access – providing meetings with key customers for S&P C‑Level stakeholders when required
* Travelling throughout the UK whenever required to meet with customers and prospects
What We’re Looking For:
* Demonstrated understanding of the data & analytics sales process
* Demonstrated understanding of the consultancy sales process
* Ability to learn how maritime & trade, risk & consulting verticals work, including key C‑level initiatives
* Understanding of Government procurement
* Former Government/Defence sales experience preferred but not essential
* Security clearances preferred but not essential
* Ability to tie GDNS vertical and key personas together and demonstrate a plan of how you will sell to them
* Ability to understand and learn GI data, analytics, and research solutions and demonstrate how to solve customer challenges
* Ability to understand how GI consultancy services can be used to solve key customer challenges for existing upsells and new logos
* Proven ability to generate outbound pipeline from existing relationships and new logos
* Building and executing an annual sales plan highlighting key existing customer growth accounts and white‑space strategy
* Ability to generate meetings from existing S&P relationships and from cold outreach
* Ability to build and write content for email outreach campaigns
* Ability to organise and drive in‑person customer events
* Proven ability to sell at both transactional and enterprise levels with ticket sizes ranging $50k‑$500k
* Proven ability to prepare and plan prior to a confirmed sales meeting
* Evidence of performing discovery across user personas to uncover key challenges
* Ability to build multiple champions at user, middle management and C‑level
* Proven ability to deliver email recap and professional proposals that capture pain points and ROI for budget holders
* Proven ability to manage to a defined outcome for trials, pilot and pilots
* High energy individual with deep curiosity for understanding prospect personas and uncovering key challenges
* Continued persistence in learning and improving
* Driven to succeed in sales and focus on constantly improving execution efficiency
About S&P Global Market Intelligence:
At S&P Global Market Intelligence, a division of S&P Global we understand the importance of accurate, deep and insightful information. Our team of experts delivers unrivaled insights and leading data and technology solutions, partnering with customers to expand their perspective, operate with confidence, and make decisions with conviction.
For more information, visit www.spglobal.com/marketintelligence
What’s In It For You?
Our Mission: Advancing Essential Intelligence.
Our People: We're more than 35,000 strong worldwide—so we're able to understand nuances while having a broad perspective. Our team is driven by curiosity and a shared belief that Essential Intelligence can help build a more prosperous future for us all. From finding new ways to measure sustainability to analyzing energy transition across the supply chain to building workflow solutions that make it easy to tap into insight and apply it. We are changing the way people see things and empowering them to make an impact on the world we live in. We’re committed to a more equitable future and to helping our customers find new, sustainable ways of doing business. Join us and help create the critical insights that truly make a difference.
Our Values: Integrity, Discovery, Partnership
Throughout our history, the world's leading organisations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with integrity, bring a spirit of discovery, and collaborate in close partnership with each other and our customers to achieve shared goals.
Benefits:
* Health & Wellness: Health care coverage designed for the mind and body.
* Flexible Downtime: Generous time off helps keep you energized.
* Continuous Learning: Access a wealth of resources to grow your career and learn new skills.
* Invest in Your Future: Secure your financial future through competitive pay, retirement planning, and financial wellness programmes.
* Family Friendly Perks: Perks for partners and children, with best‑in‑class benefits for families.
* Beyond the Basics: Retail discounts, referral incentive awards and small perks.
For more information on benefits by country, visit https://spgbenefits.com/benefit-summaries
Equal Opportunity Employer
S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered.
For accommodation due to disability, please send an email to EEO.Compliance@spglobal.com.
US Candidates Only: The EEO is the Law Poster. Describes discrimination protections under federal law. Pay transparency nondiscrimination provision: https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf
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