About the Role:

Grade Level (for internal use):

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 und