Inside Sales Manager - Emerging Markets

About the role

Equifax’s US Information Solutions (USIS) business unit is seeking an Inside Sales Manager to lead our Emerging Markets Vertical. This position is a significant and critical leadership role at Equifax within the Inside Enterprise Sales organization.

Responsibilities

• Implement strategic sales plans to exceed corporate goals

• Direct sales forecasting activities and sets team performance goals accordingly

• Lead the Inside Sales Credit Unions team to exceed assigned revenue quota while consistently promoting year-over-year revenue growth

• Proactively monitor and take action on key performance measures of the team, ensuring the quantity and quality of effort meets company expectations

• Establish strong internal relationships with other key management personnel within and outside the business unit

• Collaborate with partners (channel marketing, pricing, finance, operations, sales support, vertical sales management and channel management) to facilitate new programs, messages, campaigns, and offerings that mitigate risk and leverage opportunities to grow the business

• Participate in client interactions; ensuring customer satisfaction and supporting executive selling

• Ensure positive and dynamic interaction between sales executives and other related units

• Monitor and evaluate the activities and products of the competition

• Effectively manage sales budget for the team; set account assignments and strategy for all direct reports

Requirements

• Bachelor's degree or equivalent work experience

• 7-10+ years of combined sales and sales leadership experience, including demonstrated experience:

  • Leading teams of individual contributors at the professional sales level

  • Coaching teams on deal creation, advancement, and closure

  • Building and developing sales teams, including accountability for hiring and exits

  • Organizing account teams based on territories and Go-to-Market (GTM) strategies

  • Leveraging a complex matrixed environment effectively

  • Engaging directly with customers

  • Handling escalations from the team

  • Providing call coaching to team members

  • Demonstrated ability to coach, develop and empower team members through regular 1:1’s, real-time feedback and performance conversations.

  • Leveraging data to tailor coaching approaches

  • Demonstrated track record of significant growth quota achievement

Qualifications

• Emerging Markets industry experience - insurance, automotive, technology, utilities, etc.

• Experience with telephony systems or sales engagement platforms such as High Velocity Sales, or Salesloft

• Proven ability to drive significant change while keeping team members engaged and productive

• Prominent ability to manage external partnerships, negotiate contracts and gain alignment with external entities

• Demonstrated ability to communicate and build relationships with senior-level executives and connect client needs with Equifax solutions

• Proven track record of successfully positioning and selling technology and data and analytic services