Associate - Government Defence & National Security, Europe

Grade Level (for internal use):

10

The Team

Our economics, maritime, risk and compliance capabilities are used by strategists, data analysts, senior advisors and operational personnel within government and defense organisations 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 (GI) portfolio of solutions supports our customers with a horizonal 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, data and analytics teams.

What’s In It For You

Reporting to the Head of Government, Defence & National Security EMEA - you will drive new business sales for our Maritime, Risk, Compliance & Economics solutions within GI, across European territories. You will be able to sell both subscriptions and consulting analytic deliverables across several sectors, requiring both business development and consultative skills. Your territory will be focused on all Government departments, Defence organisations public and private. You will have the opportunity to make and nurture relationships with senior level executives responsible for critical decision making in their organisations. Internally, you will have access to our network of experts from across GI giving you invaluable insight into every country in the world and support throughout the sales cycle.

The Territory

• European Government Departments
• Defence – Navy, Army, Airforce
• National Security – Law enforcement, Border agencies, customs
• Defence Private Sector

Key End User Persona

• Data Analysts
• Trade Advisors
• Naval Officers
• Intelligence Analysts
• MOD Procurement
• Maritime Watch Officers
• Supply Chain analysts

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 GI product suite. Including key customer pain points for the GDNS Vertical and personas to ensure enterprise and transactional level selling.
• Strategic development of the European GDNS sector and import to the go-to-market plan.
• Synergy Sales – Meeting any synergy or cross selling targets set by the wider organisation.
• Key Stakeholder Access – Responsible for connecting and providing meetings with key customers for S&P C-Level stakeholders when required.
• Travelling throughout European territory whenever required to meet with customers and prospects.

What We’re Looking For

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

• Demonstrate that you can understand the data & analytics sales process
• Demonstrate that you can understand the consultancy sales process
• Demonstrate that you will be able to understand or learn how the maritime & trade, risk & consulting verticals work. Including key C level initiatives that translate into actionable tasks delivered with the help of GI Solutions
• Understanding of Government procurement
• Former Government/Defence sales, preferable but not essential
• Security Clearances, preferable but not essential
• Be able to tie the understanding of the GDNS 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 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 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 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 GI 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