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Sales Executive
Equifax
Atlanta, GA, United States
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The Data-driven Marketing Sales Executive (SE) is responsible for the execution of sales strategies that drive profitable growth within existing accounts while simultaneously cultivating new logos. The SE engages proactively with clients/prospects to learn their business, anticipate their needs and then propose/deliver innovative Equifax solutions. As a necessary part of the role, the SE is particularly proficient in the definition and demonstration of tangible ROI.
The SE is responsible for client relationship health and growth. Strong, positive and active relationships across the organization and at a senior level are necessary for successful results. The SE drives value by providing leadership and guidance to the Equifax cross-functional team as well as maintaining positive working relationships with other SE and sales peers. Furthermore, the SE provides critical voice of customer data back to Equifax for solution offer enhancements and product evolution.
Job Responsibilities
• Establish, maintain and manage key customer relationships
• Lead DDM sales efforts in identified verticals for new logo growth
• Work seamlessly across Equifax with cross-functional team in order to coordinate all functional areas as required
• Assess the client's needs and leverage appropriate Equifax expertise/solutions for profitable sales
• Develop business cases to support solution development and delivery
• Directly manage sales pipeline engaging the Deal Team, Pricing Team and Legal
• Update, manage and document all aspects of sales opportunities through the identified CRM, sales templates and ancillary management tools as identified
• Represent Equifax at key customer meetings or customer sponsored events as required
• Collaborate with Equifax partners for integrated solution development
Skill sets / Competencies
• Strategic Thinking—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
• Communication—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Interpersonal Influence—Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations
• Networking—Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
• Ownership—Goes out of his/her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
• Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe
Qualifications/Requirements
• 7+ years of experience in a client facing, strategic sales role responsible for selling a suite of solutions (financial services, mortgage, automotive, brokerage, etc.)
• Omni-channel or solutions selling experience is required
• Experience in the Digital Marketing and/or Credit Data industry highly preferred
• Previous role selling the value of data or the derivatives
• Solution selling experience involving complex integrations
• Must have proven sales experience consistently in the top 10% of successful sales teams
• Experience in developing and delivering marketing solutions (both traditional and digital preferred) with an understanding of FCRA and Non-FCRA standards and requirements (working knowledge of Equifax products in each business unit a plus)
• Knowledge of existing and emerging regulatory/compliance requirements, including the ability to leverage that knowledge to proactively drive sales
• Strong understanding of large client accounts and ability to partner and influence the agendas of multiple client stakeholders
• Proven sales selling experience that demonstrates the ability to identify market trends that are impacting clients in order to consult on off-the-shelf and out of the box solutions for rapid sales
• Superior presentation and communication skills with the ability to effectively engage with senior level C-suite executives
• Experience working with senior-level account employees, including an ability to immediately establish credibility with executives and build/maintain those relationships
• Exceptional written and oral communication skills; familiarity/comfort in public speaking
• Proven negotiation skills
• Experience working with cross-functional teams, demonstrated understanding of key skills across Equifax competencies
• Ability to drive urgency in the sales cycle and the execution of solution strategies; exceptional ability to manage a robust pipeline
• Excellent planning, organization, prioritization and meeting facilitation skills
• Proven experience in driving significant revenue growth with highly complex strategic clients
Education
• Bachelor’s degree in marketing or similar field required.
• M.B.A. preferred or equivalent business experience.
TRAVEL REQUIREMENTS: 35-50%
Primary Location:USA-Georgia-Remote
Function:Function - Sales Support
Schedule:Full time