Solution Sales Executive – Commercial

Role Overview

• 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