Director, Local Government Sales at Equifax Inc. in Reston, Virginia

Job Description:

Equifax (EFX) is where you can power your possible. If you want to achieve your true potential, chart new paths, develop new skills, collaborate with bright minds, and make a meaningful impact, we want to hear from you.

Equifax Workforce Solutions (EWS) headquartered in Clayton, MO is EFX's fastest growing and most profitable business unit. This position can be located in our Reston, VA, Clayton, MO, Atlanta office or East Coast Remote. Learn more about EWS and our workforce solutions here: https://workforce.equifax.com/ you can learn more about our Government solutions here: https://www.equifax.com/business/government/

The Director, Local Government Sales is responsible for a team of Account Managers who maintain and expand relationships, while protecting and growing revenue with existing EFX Workforce Solutions (WS), Government Solutions clients. This role strategically guides and supports the Account Managers to represent and oversee the entire suite of WS solutions for their assigned customer's book of business. Our growth potential is to capture more market share via new customers, with a focus on the Top 100 prospects per market segment (Housing and Workforce Programs) and wallet via new product solutions. This team serves as trusted partners and advisors to maximize the growing use and effectiveness of each client's suite of solutions.

What you will do

• Works closely with various business partners to provide best practices, insight, and direction to the Account Management team
• Drives client retention of existing solutions through outstanding client service and support, while ensuring clients gain and recognize full value of solutions
• Leverages Demand Generation strategies to drive revenue growth, serving as a trusted partner and advisor as well as maintaining productive and professional relationships with client contacts
• Identifies, mobilizes, and delivers into the relationship the right people, solutions, resources, and ideas from across the organization
• Meets assigned measurements of success for various growth and strategic objectives within the Government Solutions organization
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis, and provides thought around enhanced solutions and partnership
• Successfully manages contract negotiations, contract renewals and RFP responses for existing services within own Book of Business (BOB).
• Provides subject matter expertise during these processes when the client is engaged with a Key Client Director and/or Vertical Leader on a key account found within their own BOB
• Engages and participates in critical care efforts in situations where WS is at risk of losing a client and/or incurring brand and reputation damages
• Proven ability to lead by example and develop team members
• Proven successful track record in meeting and/or exceeding sales goals and client retention goals through delivery of services/products that add value and profit.
• Team player, coach and mentor

• 7- 10 years of previous sales experience in technology, software, data, or professional services industry with focus on cross functional team approach
• 3 - 5 years of previous experience in Management/Supervisory capacity, experience managing both Strategic Sales and High Velocity teams is preferred
• 3-5 years Government Sales Experience - State and Local, Federal experience is a plus
• Bachelor's Degree in Business or a related field.
• Travel - up to 15% of the time, required

• Ability to effectively work with and influence all levels in an organization
• Ability to leverage knowledge of industry, customer and vertical opportunities to enhance Equifax's win rate
• Experience selling and executing on new product solutions to shift customer behavior
• Ability to prioritize multiple projects and function independently from supervision to meet deadlines
• A thorough understanding of C-level client executive working challenges and relationship strategies a plus
• Exemplary communication skills (verbal, written and presentation)
• Ability to prioritize opportunities and execute a plan accordingly with dependability and ownership
• Outstanding critical thinking skills with the ability to work within a matrix structure and in cross functional teams
• Strong proven oral and written communication, time management and interpersonal skills
• Exceptional presentation skills
• Full PC literacy including the customer relationship management system (CRM) and MS office

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