Contenu de l'offre Senior Sales Executive/Business Development AD&S chez IHS Markit

IHS Markit (Nasdaq: INFO) is a world leader in critical information, analytics and solutions for the major industries and markets that drive economies worldwide. The company delivers next-generation information, analytics and solutions to customers in business, finance and government, improving their operational efficiency and providing deep insights that lead to well-informed, confident decisions. IHS Markit has more than 50,000 key business and government customers, including 80 percent of the Fortune Global 500 and the world’s leading financial institutions. Headquartered in London, IHS Markit is committed to sustainable, profitable growth.

Summary:

An exciting opportunity has arisen to support the Aerospace Defence & Security business Line (better known as Janes) as a Sales Executive covering France, Benelux and EU Institutions. Over the last century, Jane’s by IHS Markit has transitioned from traditional publisher to the leading global open source intelligence agency. Today, our customers need flexible, agile, interactive end-to-end support. Jane’s provision of timely, evidence-based information and intelligence enables our customers to augment and enrich their analysis. The processes, sources and expert judgement that make up Jane’s tradecraft continue to underpin our products and services.

Jane’s solutions cover key areas including:

Military platforms, systems and weapons Threat intelligence Defence markets, forecasts and budgets Sustainment and procurement

The Sales Executive works within a team that sells specific new products or services to existing or new customers within National Defence and Security/Defence Industry. In this role, the Sales Executive primarily sells new products and services while working with limited supervision. The Sales Executive works on issues of diverse scope requiring analysis of a variety of factors within a broad sales framework. With an understanding of business, financials, products, services and account needs, the Sales Executive answers customer questions or requests. In addition, this role plans own territory or account approaches on assigned objectives.

Principal Accountabilities:

Generates a substantive sales pipeline using core sales processes to produce revenue in line with quota. Ensure that accurate forecasting, pipeline management and other sales process / infrastructures are established. Creates and monitors lead generation action plans within defined segments to grow new business through maximizing upsell and cross sell opportunities. Builds effective long-term relationships / high level of customer delight - with key senior-level decision makers and influencers across an assigned group of customer accounts. Provides "Insight" to customer decision making through Industry, business and extensive product knowledge. Able to clearly articulate the Janes value proposition.
Mainly involved in selling new products and services - works with limited direction or oversight required. Works on issues of diverse scope where analysis requires evaluation of a variety of factors within a broad sales framework including a strong understanding of customer need. Has developed an understanding of business, financials, products and services and account needs. Complexity of accounts, territory, products and services sold is varied - has developed an understanding of core sales processes. Will answer customer questions /requests based upon interpreting facts, developing recommendations, or resolution of issues – problem solver mindset. Plans own territory or account approach based on assigned objectives.

Required Education:

University degree (Bachelors or equivalent) or equivalent combination of education and experience. Negotiation level in English and French, another European language would be a plus

Required Skills and Experience:

3-5 years’ experience as sales in B to B environment Previous experience in the Defence community would a plus Successful track record Has developed knowledge on the Defence industry products and services. Has developed an understanding of Janes by IHS Markit value proposition and core sales process. Has developed level industry expertise and networks.

It is the policy of IHS Markit to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, IHS Markit will provide reasonable accommodations for qualified individuals with disabilities. We maintain a drug-free workplace. For candidates in the US, we are a participant in E-Verify (see link below).

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