GI - New Business Sales - Nordics & Netherlands

• Diversified Corporates – All corporates within UK & Ireland excluding majority maritime or defence focused firms.  

Responsibilities: 

Leadership Responsibilities  

• Meeting and exceeding your annual quota and acting as a key contributor to the diversified corporates team target new business sales targets on a monthly, quarterly and annual basis for both subscriptions, one time and consultancy sales. 

• Owning your quota number – Accurately forecasting and communicating the committed and best-case deals in your pipeline on a monthly and quarterly basis.  

• Execute existing GTM sales plays help to design and execute evolving sales plays with sales and product leadership team input across the Global Insight product suite 

• Work closely with the S&P Market Intelligence account management team to ensure maximum collaboration both before and at the point of renewal for fast growth in our existing footprint 

• Be a key input in planning and design outbound marketing campaigns, with sales, product, and marketing leadership team input. Identify key external events and act proactively to plan and design internal customer events.  

• Live a culture of continual improvement from to ensure efficient movement through key stages of the sales process. Ensure you can demonstrate “Exit Gates” have been reached in each stage of the sales process.   

• Ensure MEDDPICC qualification check is employed by you and can be demonstrated on enterprise size deals.  

• Travelling throughout UK & Ireland whenever required to meet with customers and prospects.  

• Synergy Sales – Meeting key synergy or cross selling targets set by the wider organization.  

What We’re Looking For: 

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

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

• Demonstrate that you can understand the data & analytics subscription and one time sales process 

• Demonstrate that you can understand the consultancy sales process 

• Demonstrate that you will be able to understand the Corporates Vertical.  Including key C level initiatives that translate into actionable tasks delivered with the help of Global Insights Solutions 

• Demonstrate that you will be able to understand or learn the key personas within the Corporates 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 Corporates 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 Global Insights data, analytics, and research solutions sets. What challenge they solve, how they solve this differently from others and how this has been applied to existing customers challenges  

• Demonstrate that you will be able to understand or learn how Global Insights 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 white space strategy  

• Ability to generate meetings from existing S&P relationships 

• 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 plan prior to a confirmed sales meeting  

• Demonstrative evidence of performing discovery across user personas to uncover key challenges.  

• Demonstrate successful ability to build multiple champions at user level, middle management, and C-level  

• Proven ability to deliver email recap and professional proposals that capture pain points discovered, and ROI of GIA 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 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