Senior Sales Executive –new Business - Financials Vertical – Europe

Senior Sales Executive – New Business - Financials Vertical – Europe

Global Insight (GI): Economics, Risk, Maritime & Trade

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 partner 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.

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.

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.

The Key Trade & Economics (GI) 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

The Customer Verticals:

• Banks
  • Sell Side Research; Economists; Sales & Trading; M&A Data Science
• Macro Hedge Funds and Asset Managers
• Systematic Equity Investors
• Commodity Traders
• Private Equity

Key Personas:

• Research, Trading & Portfolio Managers across asset classes
• Economists
• Quantitative researchers, traders and portfolio managers
• Data Science
• Asset Allocation

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. Pipeline on a quarterly basis.
• Outbound Pipeline generation – Generating pipeline by meeting agreed customer outbound activity targets
• Solutions and Customer Knowledge – Personal responsibility to leverage internal and external resource to learn the product suite. Including key customer pain points for the Financials Vertical and personas to ensure superior execution of enterprise and transactional level selling.
• Sales Knowledge – Responsible for continual demonstration of improvement in key stages of the sales process and a proven ability to communicate "Exit gates" have been reached in key deals. Ability to demonstrate you have met the criteria set out in MEDDPICC qualification check for enterprise size sales.
• Synergy Sales – Meeting key synergy or cross selling targets set by the wider organization.
• Key Stakeholder Access – Responsible for connecting and providing meetings with key customers for our S&P Executive Leadership team when required.
• Travelling throughout the region whenever required to meet with customers and prospects.

What We're Looking For:

• Demonstrate that you can understand and apply the data & analytics sales process
• Demonstrate that you will be able to understand or learn the key personas within the Financials Vertical that will deliver these initiatives. Including how they are measured and what challenges they may face.
• Be able to tie the understanding of the Financials Vertical and key personas together and demonstrate the plan of how you will sell to them based on this knowledge.
• Demonstrate that you will be able to understand or learn multiple GI data, analytics, and research solutions. What challenges they solve, how they solve this differently from others and how this has been applied to existing customer challenges
• Demonstrate that you will be able to understand or learn 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 both existing customer relationships and new logos. Includes:
• Building and executing an annual sales plan which highlights key existing customer growth accounts and priority white space strategy
• Ability to generate meetings from existing S&P relationships
• Ability to learn and execute on key synergy opportunities
• Ability to generate meetings from cold outreach or low penetrated accounts.
• Ability to build and write content for email outreach campaigns
• Ability to organize and drive in person customer events
• Proven ability to sell at both a transactional and enterprise level with ticket sizes ranging $50k-500k
• Proven ability to show preparation and plans prior to confirmed sales meetings
• Demonstrative evidence of performing discovery across user personas to uncover key challenges.
• Demonstrate successful ability to build multiple champions at user director and C-level
• Proven ability to deliver email recap and professional proposals that capture pain points discovered and ROI of GI solutions delivered for review by budget holders
• Proven ability to manage to a defined outcome for both trials/POC/Pilots
• You are a high energy individual who has a deep curiosity for understanding prospect persona's specifically their key performance measures and uncovering their key challenges
• You demonstrate continued persistence in learning and improving.
• You are driven to succeed in sales and focused on constantly improving the efficiency of your execution through regular independent learning

Note: This role is limited to persons with indefinite right to work in the hiring location.

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.

Our Purpose

Progress is not a self-starter. It requires a catalyst to be set in motion. Information, imagination, people, technology–the right combination can unlock possibility and change the world. 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'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. We're constantly seeking new solutions that have progress in mind. Join us and help create the critical insights that truly make a difference.

Our Values

Integrity, Discovery, Partnership

At S&P Global, we focus on Powering Global Markets. Throughout our history, the world's leading organizations have relied on us for the Essential Intelligence they need to make confident decisions about the road ahead. We start with a foundation of integrity in all we do, bring a spirit of discovery to our work, and collaborate in close partnership with each other and our customers to achieve shared goals.

Benefits

We take care of you, so you can take care of business.