Description:
Reporting to the Regional Head of Sustainability Sales, in this role, you will have the opportunity to work on global, multi-stakeholder deals with a wide range of companies within a defined territory.
In this role, you will have ultimate accountability for achieving sales growth and retention targets for Sustainability within Global Market Intelligence. This role will support our suite of ESG solutions, with a primary focus on ESG Analytics / Benchmarking Services, Physical Risk data feed and the Climanomics platform. Working across both existing relationships and new logos, the role requires you to be a team player, self-starter, and trusted advisor to deeply understand unique company challenges and the regulatory landscape. You will consult with customers about S&P’s ESG services suite to evangelize solutions that will help them reach their business goals.
Responsibilities
- This role will work in partnership with the marketing and business line leaders to establish clear, customer-oriented value propositions for the entire suite of sustainability solutions targeting our corporate clients
- Assumes a long-term, integrated perspective while also driving attainment of monthly and quarterly revenue results, including short-term results, revenue forecasts, and sustainable strategy for the designated territory ensuring both short-term and long-term success
- Identify opportunities to drive top line/revenue growth of the business by leveraging existing products and integrating customer feedback and intelligence from the market to the relevant stakeholders. Strong focus on cross-sell opportunities with the Corporates commercial leads
- Share accountabilities with the marketing function for improving the individual customer experience, go to market strategy and achievement of sales revenue targets
- Stay well-connected with customers and the market to ensure that broad market needs are being incorporated into product development
- Enhance and promote cross divisional collaboration with other S&P Divisions. Aligns sales strategy with that of S&P Global’s most important client base and opportunities
- Take a leadership approach to communicating our sustainability value proposition and market leadership to the industry customers and potential partners. Actively participate in industry conferences and events, engage with influencers, and thought leaders, and act as an S&P Global brand ambassador
- Define and execute account plan for your book of business based on company size, industry and publicly disclosed strategic objectives
- Grow a defined book of business, consisting of both current accounts and new logos
- Manage multiple, complex projects simultaneously
- Collaborate and work with different members of the account teams namely the Corporates Desktop and Channels management and team, Customer Success and Sustainable 1 Product and Leadership to recommend custom solutions for customers
- Be entrepreneurial -- stay current with industry news to develop marketing initiatives and devise and create client events to attract prospects and build pipeline
Qualifications
- Experience in Sustainability and/or SaaS enterprise sales with a focus on solution selling and large ticket deals
- Must be able to understand and clearly communicate the company vision and the revenue strategy across all relevant functions and ensure the right goals are defined and met
- Proven track record of selling successfully within the corporate sector
- Proven experience in managing large complex sales and ability to effectively work in a large organization
- Understanding of how to collect and leverage customer, market, and competitive intelligence
- Exceptional communication skills and experience working within a global matrix environment
- Ability to translate diverse customer needs into product and service requirements, and the leadership to create and execute the sales and support strategy to capitalize on these opportunities
- Well-balanced strategic and operational mindset. Strong discipline around long-term planning as well as near-term pipeline tools and reporting
- Ability to make difficult decisions and set priorities based on imperfect information
- Strong technical experience with Sales Force and other commercial tools
- Experience in managing and growing a book of business within large, multinational organizations
- Strong negotiation skills to close strategic deals
- Willingness to approach every problem as an entrepreneur with grit, creativity, and persistence
- Exceptional presentation, storytelling, and interpersonal skills with an Executive audience
- Excellent collaboration skills and the ability to manage multiple stakeholders