VP Sales, Public Safety

The VP, Public Safety Sales Leader at Equifax Workforce Solutions is a leadership role focused on growing existing business and identifying and cultivating new revenue streams with our powerful data sets. Success in leading this team requires extensive expertise in strategy development, while effectively coaching, motivating, and leading a sales team to achieve desired revenue goals.

Preferred locations are Louisville, KY, Clayton, MO, Atlanta, GA; or remote in the Southeast or Midwest US.

Equifax Workforce Solutions’ Public Safety vertical delivers breakthrough data and analytics to reduce people-based risk, mitigate fraud and meet compliance mandates. As the nation’s most comprehensive and trusted source of risk and criminal justice intelligence , we offer timely, reliable insights through vertical partners on AI-driven, SaaS-based cloud architecture. We enable commercial enterprises and government agencies to build trust and safety while improving operational efficiencies.

What You’ll Do

• Help team ensure alignment between account plans for assigned customers partnerships, Equifax strategy (enterprise, BU, vertical, and channel strategies), partner strategy, and other Equifax products and third party relationships
• Provide leadership oversight and support in negotiation of new contracts with assigned portfolio
• Manage sales and revenue quota for government vertical across product lines
• Develop relationships with key government agencies to secure revenue opportunities via solution selling
• Identify, recruit, develop, and retain a high performance team of sales managers and sales professionals
• Formulate and execute with excellence both a detailed strategy and short term tactical plan for creating in-depth relationships with current and prospective clients
• Lead and motivate a team of sales professionals, using advanced selling leadership skills to coach and propel the team to goal attainment as well as personal and professional growth, and supportive of our desired Go to Market approach of Demand Generation.
• Lead a review of current processes and recommend desired approaches to achieve growth and retention targets and maximize margins.
• Monitor performance against goals via Financial and Sales Operations reporting to ensure that objectives are met.
• Achieve quarterly and annual revenue goals.
• Leverage all Equifax Workforce Solutions current and future product sets, sister business units product sets, and COEs to continuously grow revenue via “sticky” solutions for client business applications in assigned industry verticals and channels.
• Partner as appropriate with industry leaders in targeted market segments to evolve new ways to diversify our revenue stream and create new avenues for growth.
• Participate in Equifax Workforce Solutions senior leadership meetings periodically to ensure a continued and clear understanding of trends, client needs, and perceptions in this sizable BU with its included channels and verticals.
  
  

What Experience You Need

• 10 years of experience in a client facing, strategic sales role; proven sales/solution selling experience, including the ability to diagnose the impact of trends, client data and translate that into sales
• 5 years of experience in State and/or Local Law Enforcement Sales/Sales Leadership, preferably selling Data, Solutions, Software/Software as a Service (SaaS).
• Experience running a sales organization; experience leading leaders, including an ability to immediately establish credibility and maintain those relationships
• Bachelor’s degree required, advanced degree preferred; experience in lieu of degree may be considered
• Demonstrated a strong commitment to putting customers first, with 5 years of experience in actively listening to the voice of the customer to drive solutions and enhance client satisfaction.
• 5 years of successful experience in working within matrixed organization across functional groups upon whom the incumbent will depend for continuous, creative and effective market programs
• Ability to travel up to 50% of the time
  
  

What could set you apart

• Proven track record as a sales leader of growing a business, performance / quota attainment.
• Experience selling at the Federal level in addition to State / Local segments
• Sales leadership experience building on a baseline foundational business to sell new solutions to existing customers.
• Sales leadership experience cultivating a team of sellers for success.
• Sales leadership experience working in a matrixed environment and successfully collaborating with influence to obtain a common goal.
• Sales and Sales Leadership experience growing a business through data-driven decision making and strategic thinking.
• Excellent track record for financial forecasting.
• Strong negotiations skills
• A mastery of the solutions sales process to clients in all facets of client function -including strong and proven deal coaching skills and proven negotiation skills
• An expert understanding of C-level client executives in both small and mid-market sized organizations A proven track record of how to lead and motivate sales professionals
• Strong understanding of small to mid size, complex customers and ability to partner and influence the agendas of multiple client partners
• Knowledge of existing and emerging regulatory/compliance requirements, including the ability to use that knowledge to actively drive sales
• Ability to drive urgency in the sales cycle and the execution of solution strategies; exceptional ability to manage a robust pipeline
• Executive presentation skills
• Superior organization skills and ability to “self-start,” with high energy and creative ability
• Exceptional written and oral communication skills; familiarity/comfort in public speaking
• Excellent planning, organization, multi-tasking, prioritization and meeting facilitation skills
• Proven experience in driving significant revenue growth with highly complex strategic clients
• The ability to prioritize and manage multiple objectives and a large, demanding team on a daily basis.
• Extensive and proven success in sales leadership, with expertise in small to mid-market and/or strategic markets.