IHS Markit Subject Matter Expert (SME) Director is in regular contact with sales team members to support them in providing pre-sales solution expertise to close new deals. You will be client facing. Your pre-sales expertise will be integral to close new business with two distinct IHS Markit Selling motions (1) a Seed & Expand sales motion to grow our existing account base and (2) Strategic sales motion, where you will position to new customers executive, C-Level. In the Seed & Expand selling motion, you will work with an existing customer base to position and demonstrate the solution during needs assessment and proposal stage. During strategic sales, you will be the expert that demonstrates an integrated IHS engineering solution during an on-site business operations workshop with actual customer requirements and data. You will also be involved in securing renewals and support Sales team expanding existing clients with new relevant offerings. Roles and Responsibilities:
The Subject Matter Expert (SME) Director in the Industry Solution Team assists sales in the preliminary stages of the sales cycle in prospect-facing/pre-sales activities to include:
Understanding the customer base, R&D information systems and analytics needs and position the solutions and data offerings set to business needs
Expected to be a subject matter expert on the topic of our data, products, and services
Partner with the Sales organization to identify potential buyers and develop proposals that speak to the relevant persona and vertical market
Provide on-site customer workshop: requirements gathering, configuration, and training
Provide Sales colleagues enablement and on-boarding
Work with the Marketing teams to drive vertical specific messaging and campaigns
Monitor industry competitors and adjust messaging accordingly
Manage the implementation for large customers that were sold because of your presales support efforts
Oversee the development of monthly data stories that are topic and demonstrate the value our data brings to our customers top line growth of bottom line cost reductions
Specific Job Duties:
Provides the members of the sales team with unique insights into the business issues faced by the client
Intimately understand the customer base by vertical and persona
Understand and demonstrate the benefits and features of IHS Markit Maritime & Trade solutions
Collaborate closely with the Sales team and Business Line throughout the sales and renewal process
Develop and maintain relationships with customers in the industry, and in relevant persona areas
Support internal trainings with Sales and Customer Care
Collaborate with Sales team and generate action plans to secure revenue on renewals
Responsible for facilitating new business sales of over 1m per year
Responsible for securing renewals of over 500k per year
Oversee the completion of customer RFQ's and RFP's
Provide weekly progress reports of your current pipeline to management
Bachelor's degree or higher
7-10+ years in business intelligence sales support activities, ideally with content
A solid understanding of trade information business and tools available for analysis
Proven track record of delivering trusted sales support
5+ years' experience with industries involved in merchandize trading
Previous Project Management experience a plus
Product Management experience beneficial
Experience delivering end-user software training to professionals
Excellent written and verbal English language skills. Multi-lingual a plus
Must be self-motivating with the ability to drive sales growth
Must be able to give customer and internal presentations in front of small and large groups
Solid performer in MS Office, Excel and PPT
Excellent client relations and client management skills
Demonstrated ability to work independently and as part of a team in support of strategic and large value accounts
Understanding of database architecture a plus
Up to 50% of the time to support sales and visit with clients
IHS Markit is committed to Equal Employment Opportunity and providing reasonable accommodations to applicants with disabilities. If you are interested in applying for employment with IHS Markit and need special assistance or accommodation to use our website to apply to a position, please contact firstname.lastname@example.org or call +1 212 849 0399. Determination on requests for reasonable accommodation will be considered on a case-by-case basis. This contact information (email and phone) is intended for application assistance and accommodation requests only.
We are unable to accept resumes or provide information about application status through the phone number or email address above. Resumes are only accepted through the online application process and only qualified candidates will receive consideration and follow-up.
IHS Markit is proud 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 law. We maintain a drug-free workplace and perform pre-employment drug testing. As a federal contractor in the United States, IHS Markit is required to participate in the E-Verify Program to confirm eligibility to work in the United States. For information regarding legal rights and protections in the United States, please click on the following links:
Right to Work EEO is the Law EEO is the Law Supplement Pay Transparency Statement
Current Colleagues If you are currently employed by IHS Markit, please apply internally via the Workday internal careers site.
Internal Number: 6471626
About IHS Markit
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