New Business Sales Specialist – Government, Defence & National Security – UK

S&P Global; City Of London; On-site; GBP 37,000 - 76,000; Full time

Job summary

A leading financial information provider is looking for a New Business Sales Specialist to drive sales across Government, Defence, and National Security sectors in the UK. The successful candidate will manage relationships with senior-level executives and must demonstrate strong skills in data and consultancy sales. This role promises a dynamic work environment and opportunities for professional growth.

Benefits

Health & Wellness benefits

Generous time off

Access to learning resources

Company-matched student loan contributions

Qualifications

• Demonstrate understanding of data & analytics sales process.
• Ability to understand maritime & trade, risk & consulting verticals.
• Experience in Government procurement preferred.

Responsibilities

• Meet and exceed new business sales targets monthly and annually.
• Own forecasting of committed deals monthly.
• Generate pipeline by outbound customer engagement.

Skills

Data & analytics sales process

Consultancy sales process

Understanding of Government procurement

Proven ability to generate outbound pipeline

High energy individual driven to succeed

Job description

About the Role

Grade Level (for internal use): 12

Role: New Business Sales Specialist – Government, Defence & National Security – UK

The Team:

Our economic and industry forecasts, 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 into the Head of Government, Defence & National Security – UK, you will drive new business sales for our Maritime, Risk, Compliance & Economic solutions within GI across the UK. You will be able to sell both subscriptions and consulting 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 organizations. 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

• Government – All UK Government Departments, MOD, FCDO, DBT etc
• Defence – All services, 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 UK GDNS sector and import to the go to market plan.
• Synergy Sales – Meeting any synergy or cross selling targets set by the wider organization.
• Key Stakeholder Access – Responsible for connecting and providing meetings with key customers for S&P C‑Level stakeholders when required.
• Travelling throughout the UK 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 personas 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.

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 Mission

Advancing Essential Intelligence.

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. Join us and help create the critical insights that truly make a difference.

Our Values

Integrity, Discovery, Partnership.

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

Global Hiring and Opportunity at S&P Global

At S&P Global, we are committed to fostering a connected and engaged workplace where all individuals have access to opportunities based on their skills, experience, and contributions. Our hiring practices emphasize fairness, transparency, and merit, ensuring that we attract and retain top talent. By valuing different perspectives and promoting a culture of respect and collaboration, we drive innovation and power global markets.

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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 [e-mail] and your request will be forwarded to the appropriate person.

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