Senior Account Executive

OSTTRA • Boston, MA

15h

About The Position

About the Role: Grade Level (for internal use): 12 About the Role: The Team: As a key player in the sales team the Senior Sales Representative's main responsibility is to generate sales revenues within the Trade & Supply Chain business line, by proactively identifying, qualifying, and closing new business. The Sales representative will leverage their experience to efficiently and effectively build user stories that meet individual client needs, shorten sales-cycles, solve business challenges and position the benefits of the S&P suite of solutions to a wide range of persona. A keen understanding of the Corporate sector is essential. They will penetrate existing relationships and will leverage their network to connect with decision makers, stakeholders, influencers, and users across our strategic verticals. Responsibilities and Impact: Do you thrive in a dynamic environment, where the work changes daily? You are responsible, through directly supporting a sales team, promoting, and consultatively selling a portfolio of products to current and target customers within North America across assigned sectors. You will identify key decision makers and influencers within target prospects and execute sales strategy collaboratively with consultants, client services, product management, operations, technology, and legal to optimize product and service delivery. Sell across the Trade & Supply Chain portfolio of data assets in order to achieve and exceed new business targets Have a clear understanding of the unique value proposition that the TSC data assets represent, and be able to concisely communicate the ROI Able to sell solutions rather than products, and can identify customer pain points that we can address Work with Solution Engineering and Marketing teams to identify new business and white space opportunities Prepare and confidently deliver in-person presentations to senior audience, including VP and C-level decision makers Strong focus on new business acquisition includes qualifying or disqualifying opportunities Identify revenue drivers and metrics to focus on increasing account volume, profit and penetration Understand the solution sales cycle and challenges including competitor tactics, and then leverage that knowledge to refine sales strategies. Prepare proposals, contracts and other documentations including trial agreements and NDAs as needed Give the highest priority to customer satisfaction by maintaining effective interpersonal relationships with all customers including handling billing, and contractual questions Travel regularly within defined territory to ensure sales objectives are exceeded Complete CRM discipline is required where all deals need to be updated on regular basis to maintain accurate forecasting and insure visibility across the business line Internal communication and reporting, provide ongoing feedback from clients to Sales and Product Management

Requirements

• Bachelor’s degree desirable or equivalent combination of education and experience required
• At least 5-7-years of sales experience with at least 3 years of data sales in the sector identified above
• Demonstrated success in closing large and complex sales, involving multiple stakeholders, and challenging negotiations
• Knowledge of CRM databases (such as Salesforce.com) would be advantageous
• Strong interpersonal communication skills, and confident in delivering product demonstrations.
• Right to Work Requirements: This role is limited to persons with indefinite right to work in the United States.

Nice To Haves

• Knowledge of CRM databases (such as Salesforce.com) would be advantageous

Responsibilities

• Generate sales revenues within the Trade & Supply Chain business line, by proactively identifying, qualifying, and closing new business.
• Build user stories that meet individual client needs, shorten sales-cycles, solve business challenges and position the benefits of the S&P suite of solutions to a wide range of persona.
• Penetrate existing relationships and will leverage their network to connect with decision makers, stakeholders, influencers, and users across our strategic verticals.
• Promote, and consultatively sell a portfolio of products to current and target customers within North America across assigned sectors.
• Identify key decision makers and influencers within target prospects and execute sales strategy collaboratively with consultants, client services, product management, operations, technology, and legal to optimize product and service delivery.
• Sell across the Trade & Supply Chain portfolio of data assets in order to achieve and exceed new business targets
• Have a clear understanding of the unique value proposition that the TSC data assets represent, and be able to concisely communicate the ROI
• Able to sell solutions rather than products, and can identify customer pain points that we can address
• Work with Solution Engineering and Marketing teams to identify new business and white space opportunities
• Prepare and confidently deliver in-person presentations to senior audience, including VP and C-level decision makers
• Strong focus on new business acquisition includes qualifying or disqualifying opportunities
• Identify revenue drivers and metrics to focus on increasing account volume, profit and penetration
• Understand the solution sales cycle and challenges including competitor tactics, and then leverage that knowledge to refine sales strategies.
• Prepare proposals, contracts and other documentations including trial agreements and NDAs as needed
• Give the highest priority to customer satisfaction by maintaining effective interpersonal relationships with all customers including handling billing, and contractual questions
• Travel regularly within defined territory to ensure sales objectives are exceeded
• Complete CRM discipline is required where all deals need to be updated on regular basis to maintain accurate forecasting and insure visibility across the business line
• Internal communication and reporting, provide ongoing feedback from clients to Sales and Product Management

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
• Number of Employees: 1,001-5,000 employees