About the Role:

Grade Level (for internal use):

12

Senior Sales Specialist - Government Defense & National Security (GIA)

The Team:

Our Economic and Industry forecasts and Global Risk and Maritime capabilities are used by senior executives within multinational corporations, financial organizations, and government organizations to underpin critical strategic decisions and provide them with a 360-degree perspective on what matters most to their business or organization.

The Impact:

The Global Intelligence and Analytics (GIA) portfolio of solutions supports our customers with a horizontal view of the geographies, sectors, and environments that shape the world in which they, their suppliers, and their customers operate. With solutions spanning, Global Risk and Maritime, Economic Indicators and Forecasts, Trade Compliance and Shipping Intelligence, this role presents an exciting opportunity to be at the forefront of shaping our customers’ strategies. The solutions are supported by best-in-class researchers, consultants, subject matter experts, solutions engineers and data and analytics teams.

What’s in it for you:

As a sales executive you will be responsible for individual contributions of our solutions within GIA across the Americas. You will be responsible for both subscriptions and consulting sales the Government, Defense & National Security verticals within the Americas. As an individual contributor you will have the opportunity to leverage your data subscription and consultative sales skills to build relationships at user, director and C-level across the government, defense & national security marketspace. You will help solve some of the biggest defense, operational, and risk challenges they face. Supporting you will be our deep bench of consultants, product experts, and solutions engineers from across GIA.

The Territory:

To be determined but within the Government, Defense & National Security (GDNS) vertical.

Responsibilities:

• The successful candidate will be a member of the Sales team and will work closely with Commercial, Product, Client Services, Account Management and Marketing to drive initiatives and campaigns.

• Keep abreast of current and changing U.S. and global events that impact our customer community.

• Lead discussions with clients and prospects

• Work closely with the Commercial and Product Management Teams to help build and shape product roadmap and client feedback.

• Development and execution of a sales strategy with an emphasis on increasing revenue within an existing client portfolio and new business

• Building and maintaining a solid pipeline, developing proposals, structuring agreements, and managing sophisticated relationships

• Collaborate to cross-sell within broader Market Intelligence division.

• Meeting and exceeding your Government, Defense & National Security new business sales targets on a monthly and annual basis for both subscriptions and consultancy sales.

• Accurately forecasting and communicating the committed and best-case opportunities on a monthly and quarterly basis

• Plan and design defined cadences for the Risk Maritime and Economic product suite across multiple verticals to support territory growth.

• Work closely with the existing accounts client managers to ensure maximum collaboration to ensure high retention and growth in key accounts while growing the new business within those accounts.

• Consistently be expanding on product and territory knowledge to become a partner to our customer and product community.

• Ensure MEDDPICC process is utilized throughout the deal process.

What We’re Looking For:

• Understanding of the structure and process within the organization and the Government, Defense & National Security community.

• Ability to present information, handle detail, influence decisions and work with individuals at all levels of the organization.

• Extensive experience within the target GDNS markets of the Maritime, Trade, Economic and Country Risk space.

• Ability to learn complex concepts and quickly and communicate those concepts in a simple to explain method potential customers at the Command level.

• Successfully working with internal stakeholders across product, marketing, peers, and executive leadership

• History of top performance or remarkable achievement at the individual contributor level within data & analytics sales

• Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels within an organization.

• Demonstrate that you will be able to quickly understand how different generate revenue and mitigate risk.

• A high degree of passion, energy, drive and willingness to travel within the Americas to support the territory.

Compensation/Benefits Information (US Applicants Only):

S&P Global states that the anticipated base salary range for this position is $130,000 to $145,000. Base salary ranges may vary by geographic location. In addition to base compensation, this role is eligible for additional compensation such as a commission plan.

This role is eligible to receive additional S&P Global benefits. For more information on the benefits we provide to our employees, visit https://www.spgbenefitessentials.com/newhires .

Right to Work Requirements:

This role is limited to persons with indefinite right to work in the United States.

Return to Work:

Have you taken time out for caring responsibilities and are now looking to return to work? As part of our Return to Work initiative, Restart, we are encouraging enthusiastic and talented returners to apply, and will actively support your return to the workplace.

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.

For more information, visit www.spglobal.com/marketintelligence .

What’s In It For You?

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. We care about our people. That’s why we provide everything you—and your career—need to thrive at S&P Global.

Our benefits include:

• 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.

For more information on benefits by country visit: https://spgbenefits.com/benefit-summaries

Diversity, Equity, and Inclusion at S&P Global:

At S&P Global, we believe diversity fuels creative insights, equity unlocks opportunity, and inclusion drives growth and innovation – Powering Global Markets. Our commitment centers on our global workforce, ensuring that our people are empowered to bring their whole selves to work. It doesn’t stop there, we strive to better reflect and serve the communities in which we live and work, and advocate for greater opportunity for all.

Equal Opportunity Employer

S&P Global is an equal opportunity employer and all qualified candidates will receive consideration for employment without regard to race/ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, military veteran status, unemployment status, or any other status protected by law. Only electronic job submissions will be considered for employment.

If you need an accommodation during the application process due to a disability, please send an email to:  EEO.Compliance@spglobal.com  and your request will be forwarded to the appropriate person. 

US Candidates Only: The EEO is the Law Poster http://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf   describes discrimination protections under federal law.

40 - Sales (EEO-2 Job Categories-United States of America), SLSOUS402.2 - Middle Professional Tier II-Ou Sales (EEO Job Group)

Job ID: 300071

Posted On: 2024-07-01

Location: Washington, District of Columbia, United States