Serves as the industry and Commercial domain expert for solution sales within a territory, portfolio, or account base
Lead and collaborate on development of value proposition to include metrics and responsible for aligning go to market plan with marketing and the corresponding value to their organization (e.g., ROI)
Partners with the account team to identify and advance new business and upsell/cross-sell or renewal opportunities within the assigned territory
Earns trusted advisor status by both internal (Account Teams) and external (Customer) as a domain and industry expert
Guides conversations with senior stakeholders and business leaders in their domain area , interpreting internal and external business challenges and recommending best practices/solutions to deliver business value and return on investment for the business through the use of EFX products, processes and services
Leverages existing data products and distribution channels to deliver differentiated data-driven solutions/bundles that address the industry solution needs or articulates how a custom solution
Translates detailed business requirements from the customer/partner to deploy solutions that solve client needs
Partners with Account Executives and the account team on proposals, negotiations, and contracting processes demonstrating extensive expertise on Equifax’s unique value proposition, value levers and ROI
Understand the competitive landscape (competitors, pricing strategies, go to market approach), how Equifax solutions compare in the market and be able to articulate and defend our unique value proposition
Present and validate use cases, demos and customer scenarios for which covered solutions are uniquely suited
Gains deep and comprehensive perspective on industry challenges by networking with experienced industry peers and colleagues within own area of expertise
Develops a strong perspective on the voice of the customer through consistent client interaction and feedback, acts as a conduit between customers and product teams, gathering feedback to inform product improvements, new features and roadmap planning
Requirements
Bachelor's degree in a related field or equivalent training and experience
7-10+ years of experience in a B2B account growth or net new logo Enterprise-level sales role
Demonstrated track record of exceeding expectations against revenue goals with highly complex, strategic B2B clients
Experience working with senior-level executives, including an ability to immediately establish credibility with executives and build/maintain those relationships
Ability to drive urgency in the sales cycle and the execution of complex solution strategies within a matrixed sales organization
Ability to travel ~20% on average (1-3 trips per month)
Benefits
comprehensive compensation and healthcare packages
401k matching
paid time off
organizational growth potential through our online learning platform with guided career tracks