GI Europe New Business Sales Specialist - Financials

About the role

Grade Level (for internal use): 10 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 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. 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.

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.
• 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.

Requirements

• The ideal candidate can demonstrate the following during the interview process:
• 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
• Prov

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