GI Sales Specialist

S&P Global • Boston, MA

30d

About The Position

About the Role: Grade Level (for internal use): 10 The Team: Our economic and industry forecasts, along with our risk and compliance capabilities, are utilized by senior executives in multinational corporations, financial institutions, and government organizations. These insights support critical strategic decisions and offer a comprehensive 360-degree perspective on the factors that matter most to their business or organization. Responsibilities and Impact: The Global Insights (GI) portfolio of solutions provides our customers with a comprehensive view of the geographies, sectors, and environments that shape the world in which they, their suppliers, and their customers operate. With offerings that include Global Risk and Maritime, Economic Indicators and Forecasts, Trade Compliance, and Shipping Intelligence, this role presents an exciting opportunity to influence our customers' strategies. Our solutions are backed by best-in-class researchers, consultants, subject matter experts, as well as pre-sales and data and analytics teams. You will drive new business sales for our Risk, Compliance & Economics (RCE) solutions within GI across the Americas. Your responsibilities will include both subscriptions and consulting sales within the Financials vertical across the region. You will have the chance to leverage your data subscription and consultative sales skills to build relationships across organizations, including C-Level executives responsible for critical decision-making. You will help address some of the most significant risk and growth challenges they encounter. Supporting you will be our extensive team of consultants, product experts, and solutions engineers from across GI.

Requirements

• Master the Sales Process: Understand and effectively apply the data and analytics sales process to drive revenue.
• Consultancy Sales Expertise: Demonstrate knowledge and application of the consultancy sales process to provide tailored solutions to clients.
• Financial Vertical Insight: Understand how the Financial vertical operates, including insights into key C-level initiatives that can be translated into actionable tasks using GI solutions.
• Key Personas Identification: Identify and learn about the key personas within the Financial vertical who drive these initiatives, including their performance metrics and potential challenges.
• Strategic Selling Approach: Integrate knowledge of the Financial vertical and key personas to develop a clear plan for engaging and selling to them.
• Comprehensive Product Knowledge: Gain a thorough understanding of GI's data, analytics, and research solutions, including the specific challenges they address, their unique value propositions, and successful applications with existing customers.
• Utilization of Consultancy Services: Learn how GI's consultancy services can effectively address key customer challenges, facilitating both upsell opportunities and new client acquisitions.
• Outbound Pipeline Generation: Actively generate outbound pipeline opportunities from both existing customer relationships and new business prospects.
• Transactional and Enterprise Sales: Successfully sell at both transactional and enterprise levels, managing deal sizes ranging from $50k to $500k.
• Meeting Preparation: Demonstrate thorough preparation and strategic planning prior to confirmed sales meetings.
• Discovery and Needs Assessment: Conduct discovery sessions across user personas to uncover critical challenges and needs.
• Champion Building: Establish relationships and build multiple champions at both user director and C-level positions.
• Professional Follow-Up: Deliver email recaps and professional proposals that clearly outline discovered pain points and the ROI of GI solutions for review by budget holders.
• Outcome Management: Manage defined outcomes for trials, proofs of concept (POC), and pilot programs.
• You are a high energy individual who has a deep curiosity for understanding prospect personas; 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.
• This role is limited to persons with indefinite right to work in the United States.

Responsibilities

• Meeting Sales Targets: Achieving and exceeding new business sales targets on a monthly and annual basis for both subscriptions and consultancy sales.
• Ownership of Sales Forecasting: Accurately forecasting committed and best-case deals monthly, while managing the pipeline on a monthly and quarterly basis.
• Outbound Pipeline Generation: Generating new business pipeline by meeting agreed-upon customer outbound activity targets.
• Solutions and Customer Knowledge: Taking personal responsibility to leverage internal and external resources to learn the RCE product suite, including understanding key customer pain points within the Financials Vertical and relevant personas to ensure superior execution of both enterprise and transactional-level selling.
• Sales Process Improvement: Demonstrating continuous improvement in key stages of the sales process and proving the ability to communicate effectively with stakeholders.
• Synergy Sales: Meeting key synergy or cross-selling targets set by the wider organization.
• Key Stakeholder Engagement: Connecting and arranging meetings with key customers for our S&P Executive Leadership team as needed.
• Traveling throughout the Americas as required to meet with customers and prospects.

Benefits

• Health & Wellness: Health care coverage designed for the mind and body.
• Flexible Downtime: Generous time off helps keep you energized for your time on.
• Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
• Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
• Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in class benefits for families.
• Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed