will be responsible for driving a new approach and thought leadership to Equifax's growth vertical of Telco. You will shape Equifax's strategy together with current and future data and technology solutions to address the key business goals of the target markets within telecommunications.
The Telco Key Account Manager will manage the performance of sales and personnel including motivating, developing, and directing them to deliver outstanding performance.
The Telco Key Account Manager will focus on maintaining and growing existing customer revenue through leading the sales force to up-
sell and develop innovative client solutions. You will lead the major client engagements, negotiating the larger customer contracts, developing the go-
to-market sales model, and owning the sales budget.
Additional responsibilities of the Telco Key Account Manager include :
Own Equifax cross-functional departments approach (Analytics and IT) for Telco industry
Work closely with the Marketing function (Data Strategy and Solutions Development) to deliver new solutions to the Telco Industry market
Work with Marketing to deliver effective market and client interaction communication programs
Lead and coordinate all client activities to build seamless customer centricity and interaction
Lead the development and implementation of specified account strategy plans to win significant revenues from new and existing accounts
Lead, motivate and manage sales teams. Including setting key metrics and implementing performance management processes
Defining a sales strategy to significantly increase sales across all areas, and data types
Be responsible for the development and delivery of market specific business cases for new solutions including utilizing the PMO office
Deep understanding of procurement practices and client buying behavior
Create significant c' level client relationship within the Telco Industry client base
Required skills of the Telco Key Account Manager :
Minimum 10 years' commercial experience
Minimum 5 years' executive experience within direct sales, with experience selling data and enterprise technology solutions to the Telco Industry
Experience building and developing teams of high performing business development professionals to successfully deliver high-
value multi-year sales Significant new business wins of multi-million euro contracts
Experience in developing multi-level sales force performance and driving revenue with long sales cycles
Experience developing go-to-market plans and leading business unit marketing
In-depth knowledge of consumer and commercial data and enabling technology solutions for application, customer management, and collections
Preferred skills of the Telco Key Account Manager :
Understanding of clients' success factors and business challenges, and how to map these into a Return on Investment (ROI) business case
Knowledge of Telco industry operational functions including Finance, IT, Operations and Risk
Understanding of the market dynamics and key drivers for all Telecommunication companies, especially within the mobile domain
Knowledge of the challenges around managing customer behavior in relation to handset and ARPU (Average Revenue per User) and the future of convergence
Knowledge of other data sources available for credit risk and fraud prevention / detection, ideally having worked in an industry where there is a mature credit and fraud function
Deep understanding of appropriate consumer legislation
Bachelor's Degree required
Master's Degree preferred
What exactly does Equifax do?
Equifax is a global information solutions company that uses trusted unique data, innovative analytics, technology and industry expertise to power organizations and individuals around the world by transforming knowledge into insights that help make more informed business and personal decisions.
The company organizes, assimilates and analyses data on more than 820 million consumers and more than 91 million businesses worldwide, and its database includes employee data contributed from more than 7,100 employers.
Regardless of location or role, the individual and collective work of our people makes a difference in our business. Equifax offers a performance-
driven culture that rewards results and encourages growth and development. Many expect us to be a serious workforce, and we are -
we're serious about continuing to grow our business, serious about working together as one team, and serious about continuously building a strong, engaged workplace that embraces integrity and change as much as it does fun, camaraderie and philanthropy.
Some noteworthy achievements for the company include : Named to the Top 100 American Banker FinTech Forward list (2015-2016);
named a Top Technology Provider on the FinTech 100 list (2004-2016); named an InformationWeek Elite 100 Winner (2014-2015);
named a Top Workplace by Atlanta Journal Constitution (2013-2017); named one of Fortune's World's Most Admired Companies (2011-
2015); named one of Forbes' World's 100 Most Innovative Companies (2015-2017). For more information, visit www.equifax.com .