Experian Business Information Sales Account Executive, Reseller Channel - Midwest Region in Indiana

Description

Experian is the leading global information services company, providing data and analytical tools to clients in more than 65 countries around the world. The company helps organizations to manage credit risk, prevent fraud, provide data security and automate decision making.

We are seeking an experienced Account Executive located in the Midwestern US to generate revenue growth for Experian’s Business Information Services (BIS). The successful candidate will have demonstrated experience in meeting aggressive growth goals and proactively uncovering sales opportunities for credit, risk, analytic, fraud, supply chain, international and marketing solutions across all industries. A demonstrated understanding of credit/risk management, challenges and growth demands is critical.

Primary responsibilities with this position include exceeding revenue goals through reseller/partner relationships with sales of Experian BIS products. The job emphasis is in managing sales through the distribution channel including creation of new opportunities, the motivation of the partners and closing/negotiating deals either directly with partner or through reseller to the end-client.

Additional responsibilities include contract management, product training, pricing negotiations, sales conflict resolution, marketing and pipeline development. The individual in this position should be effective in problem solving and demonstrate win-win solutions with reseller/partners. It is important to maintain strong working relationships with both external partner's management & sales teams while being able to leverage internal resources as needed. The goal is to have the partners extend the BIS distribution channel to generate immediate and sustainable revenue for the business.

Major Job Functions,

Consultative Selling — Earn the role of trusted advisor by demonstrating a thorough understanding of Experian’s Business Information solutions and matching these solutions to client needs. Maintain knowledge and awareness of key industry trends and best practices. Provide guidance to internal teams that work with you to develop and implement effective solutions (across authentication, risk, scoring, analytic, and marketing areas). Demonstrate familiarity and comfort with executive selling situations. Be comfortable with ROI and value sales models.

Sales Planning — Responsible for thoroughly understanding business challenges facing the companies in your territory. Develop a sales plan for the assigned territory and individual Account Plans. Leverage and include team members in sales and account planning efforts. Collaborate with internal marketing, analytics and technology teams to communicate requirements and opportunities for this channel and targeted accounts.

Sales Growth — Have personal accountability for identifying and closing new revenue opportunities and meeting revenue expectations. Be responsible for providing accurate forecasting and financial information as required. Effectively coordinate internal resources to support solution design, proposal development, pricing, contract negotiations, and implementation of solutions. Document your activity.

Knowledge, Experience & Qualifications

  • Bachelor’s degree preferred

  • 5-8 years of credit or data selling experience with similar solutions in this channel

  • Proven track record in sales, especially with complex, analytic, information-based solutions

  • Self-motivated to establish new relationships, prospect for new opportunities, close deals

  • Ability to drive personal results in a collaborative, team selling environment

  • Experience in managing strategic business relationship with customers at all levels of management extending to the VP and C-levels

  • Strong consultative sales and negotiation skills

  • Excellent written and oral communication skills; articulate and persuasive presence and speaking experience required

  • An understanding of how companies utilize credit, risk and marketing data, analytics and fraud prevention solutions.

  • Excellent planning, organizational and project management skills

  • Willingness to travel

  • PC skills including Word, Excel and PowerPoint are essential

  • Valid driver’s license

Benefits:

Working for a leading FTSE 50 global information services company is just one of the rewards of joining Experian. Our benefits package is designed to reward contribution and loyalty and to attract the kind of talented individuals who have their pick of employers. We offer a highly competitive package comprising:

  • Competitive base salary

  • Aggressive, pay for performance, commission/bonus plan

  • A company car

  • Core benefits including: full medical, dental, vision, matching 401K and the opportunity to work with a global leader.

Experian is listed on the London Stock Exchange (EXPN) and is a constituent of the FTSE 100 Index. Total revenue for the year ended March 31, 2016 was $4.6 billion. Experian employs approximately 17,000 people in over 40 countries.

Experian is an Equal Opportunity Employer. Anyone needing accommodation to complete the interview process should notify the talent acquisition partner. The word "Experian" is a registered trademark in the EU and other countries and is owned by Experian Ltd. and/or its associated companies.

Description

Experian is the leading global information services company, providing data and analytical tools to clients in more than 65 countries around the world. The company helps organizations to manage credit risk, prevent fraud, provide data security and automate decision making.

We are seeking an experienced Account Executive located in the Midwestern US to generate revenue growth for Experian’s Business Information Services (BIS). The successful candidate will have demonstrated experience in meeting aggressive growth goals and proactively uncovering sales opportunities for credit, risk, analytic, fraud, supply chain, international and marketing solutions across all industries. A demonstrated understanding of credit/risk management, challenges and growth demands is critical.

Primary responsibilities with this position include exceeding revenue goals through reseller/partner relationships with sales of Experian BIS products. The job emphasis is in managing sales through the distribution channel including creation of new opportunities, the motivation of the partners and closing/negotiating deals either directly with partner or through reseller to the end-client.

Additional responsibilities include contract management, product training, pricing negotiations, sales conflict resolution, marketing and pipeline development. The individual in this position should be effective in problem solving and demonstrate win-win solutions with reseller/partners. It is important to maintain strong working relationships with both external partner's management & sales teams while being able to leverage internal resources as needed. The goal is to have the partners extend the BIS distribution channel to generate immediate and sustainable revenue for the business.

Major Job Functions,

Consultative Selling — Earn the role of trusted advisor by demonstrating a thorough understanding of Experian’s Business Information solutions and matching these solutions to client needs. Maintain knowledge and awareness of key industry trends and best practices. Provide guidance to internal teams that work with you to develop and implement effective solutions (across authentication, risk, scoring, analytic, and marketing areas). Demonstrate familiarity and comfort with executive selling situations. Be comfortable with ROI and value sales models.

Sales Planning — Responsible for thoroughly understanding business challenges facing the companies in your territory. Develop a sales plan for the assigned territory and individual Account Plans. Leverage and include team members in sales and account planning efforts. Collaborate with internal marketing, analytics and technology teams to communicate requirements and opportunities for this channel and targeted accounts.

Sales Growth — Have personal accountability for identifying and closing new revenue opportunities and meeting revenue expectations. Be responsible for providing accurate forecasting and financial information as required. Effectively coordinate internal resources to support solution design, proposal development, pricing, contract negotiations, and implementation of solutions. Document your activity.

Knowledge, Experience & Qualifications

  • Bachelor’s degree preferred

  • 5-8 years of credit or data selling experience with similar solutions in this channel

  • Proven track record in sales, especially with complex, analytic, information-based solutions

  • Self-motivated to establish new relationships, prospect for new opportunities, close deals

  • Ability to drive personal results in a collaborative, team selling environment

  • Experience in managing strategic business relationship with customers at all levels of management extending to the VP and C-levels

  • Strong consultative sales and negotiation skills

  • Excellent written and oral communication skills; articulate and persuasive presence and speaking experience required

  • An understanding of how companies utilize credit, risk and marketing data, analytics and fraud prevention solutions.

  • Excellent planning, organizational and project management skills

  • Willingness to travel

  • PC skills including Word, Excel and PowerPoint are essential

  • Valid driver’s license

Benefits:

Working for a leading FTSE 50 global information services company is just one of the rewards of joining Experian. Our benefits package is designed to reward contribution and loyalty and to attract the kind of talented individuals who have their pick of employers. We offer a highly competitive package comprising:

  • Competitive base salary

  • Aggressive, pay for performance, commission/bonus plan

  • A company car

  • Core benefits including: full medical, dental, vision, matching 401K and the opportunity to work with a global leader.

Experian is listed on the London Stock Exchange (EXPN) and is a constituent of the FTSE 100 Index. Total revenue for the year ended March 31, 2016 was $4.6 billion. Experian employs approximately 17,000 people in over 40 countries.

Experian is an Equal Opportunity Employer. Anyone needing accommodation to complete the interview process should notify the talent acquisition partner. The word "Experian" is a registered trademark in the EU and other countries and is owned by Experian Ltd. and/or its associated companies.

Experian is an Equal Opportunity Employer including disability / veteran.