Relationship Manager

Equifax Atlanta, GA
Job Number:15520

Position Title:

External Description:

The Relationship Manager will report directly to the Chief Client Officer (CCO) of the Customer.

The Customer is a large, strategic, international player in the financial services market.

The Relationship Manager (RM) is responsible for the execution of sales strategies that drive profitable growth across the Customer. The RM will work closely and collaboratively with the Customer Team Sales Enabler. Working directly with the CCO (and essentially acting as an extension of the CCO, deeper into the account), the RM engages proactively with the Customer on a consultative basis to learn its business, anticipate its needs and then propose/deliver innovative Equifax solutions. The RM for the Customer is responsible for demonstrating the value of Equifax solutions and assets based on actual Customer data/input. In doing so, the RM enhances the client relationship, drives new programs/revenue and increases Equifax mindshare at the account. As a necessary part of the role, the RM is particularly proficient in the definition and demonstration of tangible ROI. The CCO is the "air cover" for the RM's work, bringing tangible solutions to life at the client.

The RM is responsible and accountable for the relationship health and growth of the account. The RM is a strategic thinker who has a solid grasp on Equifax's data and associated assets, strongly collaborating with the Sales Enabler and internal stakeholders to optimize the use of our data and analytical assets.

The RM should proactively identify and collaborate with internal analytics experts and resources on designing quantitative analyses to generate new sales opportunities and support ongoing sales initiatives for the Customer. The RM is responsible for maintaining a strong understanding of the economic environment and its key drivers, the changing business needs of financial institutions and important industry trends. This individual establishes many executive relationships at the client and is viewed as a trusted advisor with a strong strategic background. Strong, positive and active relationships below the senior-most level (which are chaperoned by the CCO) are the keys to his/her success.

The RM drives value by collaborating with and providing leadership and guidance to the Equifax cross-functional team side by side with the Customer Team Sales Enabler as well as maintaining positive working relationships with other key client leaders. Furthermore, he/she provides critical voice of customer back to Equifax and tracks/manages sales pipeline content diligently.

The Relationship Manager will:

* Establish, maintain and manage key Customer relationships

* Lead Equifax sales efforts for the account

* Work seamlessly across Equifax with his/her cross-functional team in order to smoothly engage and coordinate all functional areas as required

* Assess the client's needs and leverage appropriate Equifax expertise/solutions for profitable sales

* On behalf of the target account, develop business cases to support solution development that include the "voice of the Customer"

* Participate in negotiation

* Manage sales pipeline, pricing and Customer contracts

* Represent Equifax at key Customer meetings or Customer sponsored events

* Work with the internal stakeholders to build applicable solutions

* Co-develop (with the CUSTOMER Sales Team) and execute a sales plan that leverages Equifax analytic, technology & data solutions to drive revenue growth and market share

* Understand client data/analytical needs (as well as industry financial/econometric data) in order to provide analytical insights for solution sales, development and implementation

* Understand the client's business objectives and provide proactive solutions, consulting with the client on its data/processes and highlighting opportunities where Equifax data, technology and analytics can positively impact the business

* Establish, maintain and manage key Customer relationships by becoming a problem-solving, go-to resource

Requirements:

* 7+ years experience in a client facing, strategic sales role

* Experience demonstrating innovation, with an understanding of digital, credit, risk and marketing solutions (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

* Superior skills and ability to present and communicate effectively with C-level executives

* Proven sales/solution selling experience, including the ability to diagnose the impact of trends, client data and MBOs and translate that into rapid sales

* 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, multi-tasking, prioritization and meeting facilitation skills

* Proven experience in driving significant revenue growth with highly complex strategic clients

* Strong solutions selling/consulting experience and an analytical background of the highest caliber

* Ability to communicate complicated technical information to all audiences

Primary Location:

USA-Atlanta-One-Atlantic-Center

USA-California Remote

Function:

Function - Sales

Schedule:

Full time

City:Atlanta

Location_formattedLocationLong:Atlanta, Georgia US

State:Georgia

Community / Marketing Title:Relationship Manager

Company Profile:

Requisition Number:J00062524

EEO Employer Verbiage:

Equifax is an Equal Employment Opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.