Reporting to the Executive General Manager Workforce Solutions Australia & New Zealand, this individual contributor role is responsible for driving strategic sales initiatives, ensuring executional excellence on key programs and collaborating with other business units to drive the growth of the Verification Exchange business in Australia. This individual is responsible for the primary customer contact to acquire new sales of the Verification Exchange service by prospecting, opportunity management, accurate forecasting, delivering sales presentations, developing bids and negotiating final terms and contracts in order to meet the organisation's business objectives.
The Senior Business Development Manager, Verification Exchange role is responsible for leading through influence across the wider Equifax account management team in order to capitalize on existing networks and relationships, as well as coordinate with the Workforce Solutions business unit in the U.S. and Canada to best apply existing knowledge, vision and proven go-to-market strategies in the local market.
Key Responsibilities:
Research, analyse and document the Verification Exchange opportunity in the assigned territory, along with the market size, value proposition & positioning.
Develop and execute short- and long-term sales strategies to drive sales opportunities for Verification Exchange into the assigned territory, new markets, verticals or regions, or within new divisions of the existing client base.
Capably articulate the Verification Exchange value proposition
Produce and present executive-level content to both internal and external key stakeholders
Demonstrate Financial Services industry expertise to fully understand client needs and demonstrate senior level consultancy skills to bring value-added solutions to the table to resolve those needs.
Primary focus is selling to new clients and includes full sales cycle participation including prospecting, opportunity management, forecasting, presentation of services, proposals, contracting and deal closing.
Build and maintain relationships with key clients & prospects at the senior executive level
Manage his/her sales pipeline and accurately forecast opportunities across the market.
Provide market and customer feedback to the product team
Identify new market opportunities through a strategic understanding of the regulatory and technology environment and capture important market developments, regulation changes & technology trends
Key Deliverables:
A deep understanding of the market, regulatory landscape, value proposition and the opportunity.
Expert delivery and presentation of the Verification Exchange value proposition to both internal & external key stakeholders for the acquisition of new Verifier customers
Execution of the core go-to-market objectives for the business to achieve the assigned sales targets
Skills you need to have:
15+ years sales and/or sales management experience with proven results in the Financial Services Technology sector
Expert knowledge of the mortgage industry
Expert interpersonal and customer relationship management skills
Expert consultative sales negotiation, influencing and deal closure skills
Expert written and presentation skills with extensive experience developing and delivering executive-level communication
Technically, commercially & regulatory astute
Demonstrable experience to lead, motivate and energize multiple stakeholder groups to achieve results using influential, innovative & collaborative approaches
Demonstrable ability to analyze complex scenarios and draw out relevant insights into succinct, easily understood customer-ready communications
Proven track record of taking plans to execution within a corporate environment
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