Government Solutions Account Executive

About the role

Equifax is seeking an experienced and results-oriented Account Executive to join our growing Public Sector team. In this remote position, you will work closely with other Public Sector Account Executives, a Strategic Partner Director, and a client engagement team to develop and close new sales opportunities. To effectively manage and visit our state agency partners, it is strongly preferred that the candidate reside in the Frankfort metro area.

Responsibilities

• Provide services assigned to State Government accounts and identify, qualify, and close new opportunities by designing and executing plans for existing or potential prospects.
• Develop and execute long-range planning and account penetration strategies to grow accounts.
• Participate in a rigorous account planning process, including development of a robust pipeline and accurate revenue forecasts that will yield strong and predictable revenue growth.
• Lead capture and sales efforts by coordinating with cross-functional, geographically-diverse teams.
• Develop capture strategies, proposals, and customer-facing artifacts for pipeline development, deal advancement, and transaction closure.
• Utilize enterprise solution selling strategies and integrate demand-generation sales approaches in all client-facing interactions.
• Exhibit executive presence to establish valuable relationships with client decision makers and directly lead negotiation of all client agreements.
• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, and marketing techniques.
• Recommend changes in products, service, and policy with respect to client requirements and competitive landscape.
• Keep management informed by submitting activity and results reports, and monthly and annual territory reports/analyses.
• Work with internal and external partners to create winning product, pricing, and legal solutions as well as flawless service delivery and continued customer satisfaction.
• Maintain professional and technical knowledge by attending company-sponsored training, educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Contribute to team effort by accomplishing related tasks as needed.

Requirements

• 7+ years of experience in field sales, including at least 2 years in state agencies, with experience selling in an account executive role within government agencies (e.g., Social Security Administration (SSA), Department of Health and Human Services (HHS), Centers for Medicare and Medicaid Services (CMS)).
• Qualified candidates will bring existing agency relationships.
• Extensive knowledge of the competitive and teaming landscape within large agency ecosystems (e.g., SSA and HHS).
• Combination of public sector sales experience and software-as-a-service solutions experience.
• Experience in the Credit Agency space, leveraging assets related to eligibility verifications, identity and fraud, and credit data is preferred.
• Proven track record of meeting or exceeding sales quota in a growth organization.
• Proven track record of executing capture strategies and winning competitive pursuits in excess of $10M+.
• Strong experience in Federal Government procurement and writing winning Federal Government competitive proposals.
• Strong business acumen and demonstrated understanding of aligning product/managed service offerings to customer mission and business requirements.
• Ability to travel up to 20%, more frequently if not based in Frankfort, KY.
• Bachelor’s degree preferred.

Skills

• Former director/deputy director/assistant secretary in Medicaid, SNAP, or similar roles (a plus).
• Government engagement experience (e.g., government relations, campaign work, understanding of procurement and funding processes).
• Skilled at identifying and engaging with key stakeholders in person.
• Experience using Salesforce.

Pay

A reasonable estimate of the current salary range is $130,000 - $160,000. This position is also eligible for our incentive compensation program at approximately 40%.