Major Account Executive - Senior Sales Lead (Fraud & ID)

SUMMARY:
Our client is seeking a highly motivated individual to join their team an Industry Sales Specialist, focused on specific suite of Fraud & Identity solution capabilities. This hunter sales position is accountable for achieving annual new business and revenue goals through customer relationship development, opportunity prioritisation, consultative sales, and superior negotiation and closing skills, generating growth to customers and prospects. This key role will be responsible for prospecting and selling Fraud & ID solutions to the top segments / verticals of customers and prospects.

POSITION INFO:
About our client:
A global leader in credit information and information management services, our client empowers businesses, consumers, and communities worldwide to achieve their aspirations. Businesses rely on our client for enhanced risk management and customer relationships, consumers trust them to navigate towards financial success, and communities thrive with robust economies and fulfilled dreams.

About the role:
Our client is seeking a highly motivated individual to join their team an Industry Sales Specialist, focused on specific suite of Fraud & Identity solution capabilities. This hunter sales position is accountable for achieving annual new business and revenue goals through customer relationship development, opportunity prioritisation, consultative sales, and superior negotiation and closing skills, generating growth to customers and prospects. This key role will be responsible for prospecting and selling Fraud & ID solutions to the top segments / verticals of customers and prospects.

Responsibilities:

• As a sales specialist, you will support their efforts to grow the Fraud and ID solutions business
• within a target set of verticals and international regions by delivering revenue plans
• Solution sales specialist and subject matter expert: become a sales subject matter expert on flagship Fraud & ID products in INTL and build expertise in identified critical business issues so that you are seen as a specialist on the solutions they have offer to solve these problems. You will do this by first developing the strategic buyer approach as a critical component of the overall account plan to expand business.
• You will execute on this approach by leading the sales pursuit to support all stages of the sales opportunity lifecycle. This includes: Primary buyer contact; relationship / opportunity development; preparation and delivery of sales presentations; contract negotiations; and successful hand off to the client success teams
• Deliver presentations that demonstrate their value proposition; develop/propose solutions, handle objections, contract negotiations and close new business.
• In addition, you will partner with your regional sales peers to establish relationships with known buyers, decision makers and influencers among existing customers to cross sell/upsell.
• Collaborate with Director of Sales to set and meet sales growth goals and objectives to expand company revenue and profit
• In the pursuit of new sales opportunities, you will direct the appropriate engagement of sales support resources (e.g., Line of Business Teams, Global Solutions Subject Matter Experts (SMEs), pre-sales engineers, account managers).
• Collect, interpret and share market, customer and competitive intelligence. Enabling cross pollination of their enterprise solutions, Partner with their Solutions and Lines of Business colleagues to ensure Voice of Customer and product innovation.
• Promote communication, team building, personal development and other traits to project and strengthen the culture of the company.
• Travel to customer locations and trade shows/conferences as necessary.

• Minimum of 10 years selling Fraud and ID solutions, Digital Identity management solutions
• Deep understanding of the Fraud & Identity business and consulting along with current best practices and emerging trends
• Demonstrated understanding of B2B and B2B2C channel programs and track record of consistent quota/goal attainment
• Must understand banking, financial services & insurance (BFSI), Fintechs and related industry challenges and needs.
• Must be able to conceptualise, develop and direct the execution of complex solutions and enable go-to-market strategies.
• Experience in Consulting with Internal as well as External stakeholders and partners with respect to the various Fraud and ID offerings across INTL markets
• Focused on value based selling using ROI and TCO models, rather than competing on features & functions or price
• Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client
• Great at building relationships and working within a team-selling environment across the company
• Thrives in a matrix environment. The ideal candidate will thrive in an environment that is complex and opaque. With limited information, they will jump in and start asking questions to uncover the “real” issues. You are a problem-solver.
• Proven track record of building partnerships and interfacing at the C level. In addition, major account experience in a matrix environment with expertise in navigating large complex organisations, identifying buyers, influencers, and closing business.
• Relationships within the F and ID space including marketing organisations of institutions
• A general understanding of the regulatory requirements for using credit data in Financial
• Services marketing a big plus
• Experience in complex contract/legal negotiations
• Proven client engagement skills including prospecting, relationship-building, deal making, negotiating and closing business.
• Exceptional communication and interpersonal skills. Articulate, persuasive and engaging communication style. Ability to be extremely persistent in a pleasant fashion.
• Detail oriented; dedicated to quality; customer-focused
• Willingness for purposeful travel

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