Equifax

Role Description Equifax is seeking a Sales Engineer to join our growing team, with a dedicated focus on serving Credit Unions. In this critical customer-facing solutioning role, you will be the primary technical resource for our Credit Unions sales team and solutions, partnering directly with Business Development Executives and Account Executives to understand the unique challenges and opportunities within the Credit Union landscape. You will be instrumental in demonstrating the value of Equifax's data, analytics, and technology solutions to help credit unions achieve their financial goals, enhance member experiences, and manage risk effectively. - Act as a translator of new and existing customer’s analytics and technical environments and connect them to potential Equifax solutions - Support sellers and account teams in identifying, proposing, and closing customer-value-driving solutions - Build go-to relationships with key analytics and technology influencers and buyers within customer organization - Foster strong working relationships with client technical and economic buyers - Develop deep knowledge of business, analytics, and technical environment in which covered accounts operate - Proactively identify and design data, analytics, and/or technical analyses to identify and qualify new sales opportunities - Help Solution Specialists identify use cases and shape customer-relevant demos - Establish key analytic and/or technical relationships on the client side and be viewed as a trusted adviser Qualifications - Bachelor's degree in a related field or equivalent experience - 7-10 years of experience in a sales engineer, solutions architecture, technical consulting, revenue carrying sales role, with a strong focus on Financial Services and/or Credit Unions highly preferred - Understanding of Credit Union operations, lending processes, risk management, compliance (e.g., BSA/AML), and member experience initiatives - Familiarity with data analytics, credit reporting, identity management, fraud prevention, and decisioning technologies - Proven ability to understand complex technical concepts and translate them into business value for customers - Ability/willingness to travel and be onsite with clients (~20%) Requirements - Exceptional presentation, communication, and interpersonal skills with the ability to build rapport and influence stakeholders at all levels - Strong problem-solving and analytical abilities - Ability to work independently and collaboratively in a fast-paced, dynamic environment - Ability to thrive in a client-facing role and enjoy solving complex technical and business challenges - A continuous learning mindset, always seeking to expand your knowledge of industry trends and technologies - Passion and interest in helping Credit Unions achieve their mission Benefits - Comprehensive compensation and healthcare packages - 401k matching - Paid time off - Organizational growth potential through our online learning platform with guided career tracks

• Actively acquire new business logos and partner channels within your assigned territory • Execute proactive multi-channel prospecting strategies to generate, qualify, and nurture high-potential leads into actionable opportunities • Partner with client decision-makers to identify pain points, mapping offerings to operational needs while quantifying clear business value and ROI • Own the end-to-end sales process from initial outreach through technical discovery, executive presentation, RFI/RFP management, negotiation, and final contract execution • Develop and execute comprehensive territory plans, analyzing market data to optimize coverage

Role Description The ID Watchdog (IDW) Customer Success Manager will be responsible for handling key employer relationships within our Identity Theft Protection team and overall development, growth, and retention of the customers within the IDW book of business. This role will be the primary point of contact with IDW customers and will proactively work to develop strategies to drive employee engagement and enrollment growth. The Customer Success Manager is a key contributor to the overall growth of the IDW business unit and works in tandem with IDW account executives (new business growth) and customer relations managers (implementations and day-to-day customer needs). - Manage a book of business and identify strategies for growth and retention for the key clients within the book. - Engage with customer leadership to ensure client satisfaction and create strategies for employee engagement. These strategies could include: - Conducting product demos - Delivering webinars - Managing benefit fairs - Ensuring successful open enrollment - Manage client renewal negotiations and contract extension processes. - Conduct frequent client and distribution partner status calls to monitor program progress, identify issues and engage Equifax & partner teams to resolve & identify new opportunities. - Work with account teams (account executives and client relations managers) to provide feedback and help identify trends that can help with overall business growth. Qualifications - 5+ years in B2B enterprise account management. - Understanding of sales, business strategy development, marketing strategies and end user engagement. - Bachelor's degree in business, marketing or similar field required. - Experience promoting value through the customer experience. - Experience working with complex, multi-divisional, multi-geographical customers. Requirements - Direct experience in the employee benefits arena with benefits brokers or insurance carriers. - Experience with Identity theft protection or other voluntary benefits. - 10-15% travel. - Proficient in G-Suite, Salesforce and Microsoft Office Suite. - Exceptional ability to communicate and foster positive business relationships. - Ability to establish milestones and keep all team members on task; strong project management skills. - Self-driven and proactive. Benefits - Comprehensive compensation and healthcare packages. - 401k matching. - Paid time off. - Organizational growth potential through our online learning platform with guided career tracks.

• Identify and secure new customers • Land and grow new customer revenue across the Equifax solution portfolio • Develop contact network within new customers and facilitate connection to relevant Equifax counterparts • Lay early foundation for long-term customer relationships • Identify, develop, manage, and close opportunities spanning all Equifax solutions with prospects • Complete appropriate research on the prospective client’s business imperatives and risk, fraud, and marketing strategies • Define and execute sales strategies that drive profitable growth while delivering meaningful customer value • Network to build relationships with economic buyers, decision makers, and influencers in target customers • Leverage account, solution, and delivery team resources effectively and at appropriate times to advance opportunities • Lead account strategy motions with cross-functional team to identify sales opportunities tied to Equifax value-add • Respond to prospect RFI and RFPs • Drive strong pipeline development, prospecting, and sales execution

• Build and Maintain Trusted Partnerships: Foster long-term relationships with economic buyers and decision-makers, positioning Equifax as a "trusted advisor" through consistent value delivery. • Consultative Engagement: Deeply understand client business models to anticipate needs and position optimal, semi-complex solutions across the full Equifax portfolio. • Performance Reviews: Lead account strategy and conduct periodic business reviews to ensure alignment between customer imperatives and Equifax solutions. • Full-Cycle Sales: Drive the end-to-end sales process, from aggressive pipeline development and RFI/RFP responses to closing opportunities. • Growth Strategy: Define and execute sales strategies that maximize revenue growth and profitability across the entire customer/partner lifecycle. • Contract Management: Lead negotiations, handle contracting, and ensure ongoing contract compliance. • Cross-Functional Leadership: Mobilize and coordinate internal Equifax resources (pre-sales, solution experts, and delivery teams) to advance opportunities and ensure customer satisfaction. • Collaborative Planning: Direct account strategy and planning motions with cross-functional teams to streamline the delivery of complex solutions.

• 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 • Leverages existing data products and distribution channels to deliver differentiated data-driven solutions/bundles • 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

• promote and sell solutions in an assigned customer base in partnership with an assigned team of Sales Account Executives • provide expert level consulting on technology solutions and project the value of Equifax data assets with customers • maintain a thorough understanding of the prevailing technology environment and its key drivers, the changing business needs of companies and industry trends • enhance the client relationship, drive innovative solutions, increase Equifax mindshare with the customer while driving Equifax revenue

• Be a Trusted Advisor: Develop and execute comprehensive account strategies that expand customer reliance on Equifax, positioning our business as an essential, consultative partner. • Nurture Key Relationships: Foster deep, lasting trust by building strong working relationships with client economic buyers, key decision-makers, and industry influencers. • Maximize the Customer Lifecycle: Conduct annual business reviews to deeply learn your clients' businesses, anticipate their evolving needs, and deliver high satisfaction across the entire customer lifecycle. • Drive Revenue Generation: Take full ownership of revenue growth within assigned accounts by consulting on standard to semi-complex solutions. • Position the Full Portfolio: Intelligently match client challenges with the full suite of Equifax solutions, showcasing our unique value proposition and competitive advantage. • Manage the End-to-End Sales Cycle: Actively respond to customer inquiries, RFIs, and RFPs, while managing contract and pricing negotiations to ensure alignment with company policies and profitability targets. • Own the Pipeline: Proactively identify, develop, and close new business opportunities, maintaining an accurate, well-managed sales pipeline and forecasting model. • Orchestrate Internal Resources: Mobilize and collaborate effectively with cross-functional internal teams to move deals forward, resolve complex customer needs, and deliver exceptional client experiences. • Stay Market-Aware: Keep a pulse on industry trends, economic shifts, and competitive developments to continuously identify new avenues for account growth.

• Identify, develop, manage, and close customer opportunities spanning all solutions, balancing the acquisition of new business with the growth of existing strategic accounts. • Engage with clients on a consultative basis to learn their business, anticipate needs, and position optimal solutions. • Develop strong working relationships with client economic buyers, decision makers, and C-suite influencers. • Foster and maintain customer trust while expanding the ways in which the customer relies on the company as a trusted advisor. • Collaborate, influence, and coordinate across a broad internal stakeholder group to align on strategy, develop key work streams, and drive execution against those plans to drive revenue growth. • Lead account strategy and planning motions with cross-functional teams to align customer business imperatives with our solutions. • Define and execute sales strategies that drive profitable growth while delivering meaningful customer value. • Manage large and complex cross-functional programs and initiatives to build, activate, and operationalize new capabilities and areas of growth.

• Manage a team of high-performing direct sellers overseeing a collective book of $45MM in Commercial Revenue • Partner with sellers to source, qualify, structure, and close complex, high-value enterprise sales opportunities • Rigorously manage the sales pipeline to ensure strict adherence to growth targets • Optimize strategic third-party relationships, including Trade Association Partners and Reseller/Sales Agent Partners • Represent Equifax as a thought leader at major trade shows, public speaking engagements, and industry events • Collaborate closely with the Marketing and Event Planning teams to strategize, organize, and execute marquee Commercial team trade shows