Director, California Government Sales (Finance)

Equifax Workforce Solutions is seeking an experienced and results-oriented Account Executive to join our growing Public Sector team, aligned to the State of California and all of its residing departments / agencies. In this role you will have the opportunity to work closely with other Public Sector Account Executives and a client engagement team to help develop and close new sales opportunities. You will report to the Vice President of Public Sector Sales for the Key Client State Territory and the compensation package will include a base salary with variable compensation based on performance against annual revenue goals and objectives.

The ideal candidate will reside in the state of California, preferably in or within a commutable distance to Sacramento.

What you will do:

• Provides services assigned to State Government accounts and identifies, qualifies, and closes new opportunities by designing and executing plans for existing or potential prospects.
• Develops and executes long-range planning and account penetration strategies to grow accounts.
• Participates in a rigorous account planning process, including development of a robust pipeline and accurate revenue forecasts that will yield strong and predictable revenue growth.
• Leads capture and sales efforts by coordinating with cross-functional, geographically-diverse teams.
• Develops capture strategies, proposals, and customer facing artifacts for the purpose of pipeline development, deal advancement, and transaction closure.
• Utilizes enterprise solution selling strategies and integrates demand-generation sales approaches in all client-facing interactions.
• Exhibits executive presence to establish valuable relationships with client decision makers and directly leads negotiation of all client agreements.
• Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, marketing techniques, etc.
• Recommends changes in products, service, and policy with respect to client requirements and competitive landscape.
• Keeps management informed by submitting activity and results reports, and monthly and annual territory reports/analyses.
• Works with internal and external partners to create winning product, pricing and legal solutions as well as flawless service delivery and continued customer satisfaction. Continuous internal interaction with finance, legal, fulfillment and product teams is critical to success.
• Maintains professional and technical knowledge by attending company-sponsored training, educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Contributes to team effort by accomplishing tasks as needed.

What experience you need:

• 7-10+ Years of experience field sales, including selling in an account executive role within agencies such as Social Security Administration and Department of Health and Human Services (including specific experience with Centers for Medicare and Medicaid Services). Qualified candidates will bring existing agency relationships, ideally from their sales experience selling to the State of California at the local, county and state level
• Proven track record of executing capture strategies and winning competitive pursuits in excess of $50M, while exceeding sales quotas in a growth organization.
• Combination of public sector sales experience, as well as software-as-a-service solutions. Experience in the Credit Agency space, leveraging assets related to eligibility verifications, identity and fraud and credit data is preferred.
• Strong experience in Federal Government procurement and writing winning Federal Government competitive proposals.
• Strong business acumen and demonstrated strong understanding of aligning product/managed service offerings to customer mission and business requirements.
• Ability to travel up to 20%.
• Bachelor's degree or equivalent experience.

What could set you apart:

• Extensive knowledge of competitive and teaming landscape within the large agency ecosystems such as SSA and HHS
• Selling into California departments at all levels, i.e. local, county, and state
• Experience with California policies / contracting
• Knowledge of California political landscape or direct experience working within a California government department

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Equifax is required by law to include a good-faith salary range for this role. This compensation range takes into account the wide range of factors that are considered in making compensation decisions including but not limited to: skill sets; experience and training; and other business and organizational needs. At Equifax, it is not typical for an individual to be hired at or near the top of the range for their role. A reasonable estimate of the current range is $130,000 to $180,000. This position is also eligible for our incentive compensation program.