Overview
Grade Level (for internal use): 12
The Role: Senior Sales Executive - New Business - Financials Vertical - Europe
Global Insight (GI): Economics, Risk, Maritime & Trade
The Team: The Global Insight (GI) business combines macro-economic, country risk, industry, supply chain and maritime data & analytics capabilities to help customers deepen investment conviction, refine asset allocations, and mitigate both financial and compliance risk. This role presents an opportunity to join the team responsible for new business sales of GI products to European financial institutions. The Financials new business team partners with investment & commercial banks, hedge funds, asset managers and pension funds to enable a deep understanding of the global macro economic picture and associated country, compliance & regulatory risks relevant for their business.
The Impact: Financial institutions rely on the Global Insight(GI) capability set to understand and respond to the key macro trends that impact their business and/or investment strategy.
What's in it for you: You will drive new business sales for our Economics & Supply Chain product portfolio to financial institutions in UK and Europe. You will have the opportunity to leverage your data subscription and consultative sales skills to build relationships across organizations up to and including C-Level. You will help solve some of the biggest risk and growth challenges they face. Supporting you will be our deep bench of economists, analysts, data experts and consultants. Pre-sales and subject matter expert colleagues are available to assist with the sales process.
Key Products
* Purchasing Managers Index (PMI)
* World Economic Service (WES)
* Comparative Industry Service
* Global Trade Analytics Suite (GTAS)
* Bill of Lading Data (Panjiva & PIERS)
* Maritime Data (AIS Vessel Tracking)
* Consulting: Mitigating Investment Risk & Increasing Growth opportunities
* Economic Impact, Market Sizing, Country Risk
Customer Verticals
* Banks
* Sell Side Research; Economists; Sales & Trading; M&A; Data Science
* Macro Hedge Funds and Asset Managers
* PMs and analysts across asset classes
* Systematic Equity Investors
* Commodity Traders
* Private Equity
* Infrastructure & Real Estate
Responsibilities
* Asset: Average revenue growth and new business targets for subscriptions and consultancy sales.
* Own your number with accurate monthly forecasts and quarterly pipeline management.
* Outbound pipeline generation through agreed customer activity targets.
* Leverage internal and external resources to learn the product suite and customer pain points for the Financials vertical.
* Demonstrate MEDDPICC qualification for enterprise-size sales and progress through key deal exit gates.
* Synergy sales and cross-selling targets as defined by the wider organization.
* Secure access to key stakeholders and coordinate meetings with S&P Executive Leadership as required.
* Travel within the region as needed to meet customers and prospects.
Ideal Candidate & Qualifications
* Understand and apply the data & analytics sales process.
* Learn the key personas within the Financials vertical, their metrics and challenges.
* Demonstrate a plan to sell to Financials personas using GI data, analytics and research solutions.
* Understand or learn multiple GI data, analytics, and research solutions and how they solve customer challenges.
* Know how GI consultancy services can address key customer challenges for upsells and new logos.
* Proven ability to generate outbound pipeline from existing relationships and new logos, including:
o Building and executing an annual sales plan highlighting growth accounts and white space strategy
o Generating meetings from existing S&P relationships and cold outreach
o Creating content for email outreach campaigns
o Organizing and driving in-person customer events
* Proven ability to sell at transactional and enterprise levels with ticket sizes $50k-500k.
* Ability to demonstrate preparation and plans prior to confirmed sales meetings.
* Demonstrated discovery across user personas to uncover key challenges.
* Proven ability to build multiple champions at director and C-level.
* Proven ability to deliver email recaps and professional proposals capturing pain points and ROI for budget holders.
* Proven ability to manage defined outcomes for trials/POC/Pilots.
* High energy, curiosity about prospect personas and their KPIs; persistent learner and focused on improving execution efficiency.
Company & Benefits
Our world is in transition and getting more complex by the day. We push past expected observations and seek out new levels of understanding so that we can help companies, governments and individuals make an impact on tomorrow. At S&P Global we transform data into Essential Intelligence, pinpointing risks and opening possibilities. We Accelerate Progress. Our People: we are 35,000+ strong worldwide. Our Values: Integrity, Discovery, Partnership. We focus on Powering Global Markets and start with integrity, discovery, and partnership to achieve shared goals.
We take care of you, so you can take care of business. Our benefits include:
* Health & Wellness: Health care coverage designed for the mind and body.
* Flexible Downtime: Generous time off.
* Continuous Learning: Access resources to grow your career and learn new skills.
* Invest in Your Future: Competitive pay, retirement planning, continuing education with company-matched student loan contribution, and financial wellness programs.
* Family Friendly Perks: Benefits for partners and children.
* Beyond the Basics: Retail discounts and referral incentives.
EEO & Accessibility
If you need an accommodation during the application process due to a disability, please email EEO.Compliance@spglobal.com and your request will be forwarded to the appropriate person. US Candidates Only: EEO is the Law Poster and Pay Transparency provisions apply. For details, visit the provided links.
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