Vice President of Specialized Sales (Finance)
The Vice President of Specialized Services will directly report to the SVP and GM of Equifax Workforce Solutions Employer Services business unit. This role is accountable for delivering sales targets, driving business development and retention across Employer Services' product lines of Affordable Care Act, Immigration Case Management, Employment Tax Services, ID Watchdog and Efficient Hire. These complex businesses make up ~$150M of revenue in 2025, and comprise direct and indirect sales channels for software solutions and professional services/consultancy services.This position is located in our Clayton, MO EWS HQ
Equifax Workforce Solutions (EWS), HQ: Clayton, MO, is Equifax's largest, fastest growing, and most profitable business at $2.52B+ in revenue. Workforce Solutions leverages extensive workforce data combined with powerful analytics resources to help deliver robust HR tools. EWS partners with thousands of businesses across the U.S. and government entities to provide human resource, employment, tax, management, and payroll-related services. Learn more about Equifax Workforce Solutions Products and Services Here and about Equifax Workforce Solutions Here
What you'll do:
- Lead and manage the Specialized Services team, ensuring alignment with Equifax's imperatives, sales strategy, financial goals, the company vision and long-term strategy.
- Develop comprehensive growth strategies for acquiring new business and expanding existing direct and indirect accounts.
- Manage budget, exercise strong knowledge of items impacting expenses and revenue and ROIs of various activities - all focused to deliver against growth goals for Specialized Services.
- Establish and maintain strong customer relationships, specifically at the senior leadership level, to support the five specialized sales teams, explore new cross-sell opportunities and ensure retention of business.
- Identify, recruit, develop, and retain a high performance team of managers and sales professionals.
- Leverage data, trends and insights to be able to improve the customer experience and maximize revenue opportunities.
- Optimize the Customer Success lifecycle within an assigned set of accounts, ensuring high product adoption, usage, satisfaction and overall account health, including retention and renewals.
- Foster and maintain trust with customers and partners.
- Orchestrate cross functional resources to deliver value and satisfaction across the full customer lifecycle.
- Represent Employer Services externally as required, for example at industry events, conferences and in thought leadership.
- Articulate outcomes to EWS leadership with a clear understanding of the levers (internal and external) impacting the success of Specialized Services.
- Partner with internal teams across the organization to share voice of customer feedback and opportunities for improvement, revenue growth, future product roadmap suggestions and overall account retention information.
What experience you need:
- 15+ years experience working in a client facing, strategic sales role
- 10+ years leading sales teams
- Comprehensive experience leading sales teams, overseeing multiple solutions in a B2B and B2B2C environments
- Proven strategic planning skills including the translation of strategic ideas into executable actions and experience managing and influencing cross-functionally in sales, operations, marketing, product management and technology
- Experience working in a heavily matrixed environment, partnering with various CEO partners to accomplish revenue objectives
- Must possess entrepreneurial, positive, and proactive attitude in all facets of work
- Bachelor's Degree
What could set you apart:
- Strong understanding of complex professional services and software solutions in highly regulated industries
- Experience working with multinational customer accounts and ability to partner and influence the agendas of multiple client stakeholders
- Experience demonstrating innovation (working knowledge of Equifax products in each business unit a plus)
- Experience selling and servicing several product lines
- Experience with Human Capital Management software solutions
- Experience with communicating with different buyers
- Knowledge of existing and emerging human capital management regulatory/compliance requirements, including the ability to leverage that knowledge to proactively drive sales
- Superior skills and ability to present and communicate effectively with c-level executives
- Proven sales/solution selling experience, including the ability to diagnose the impact of trends, client data and MBOs and translate that into rapid sales
- Experience working with senior-level account employees, including an ability to immediately establish credibility with executives and build/maintain those relationships
- Exceptional written and oral communication skills; familiarity/comfort in public speaking
- Expert negotiation skills
- Experience working with cross-functional teams, demonstrated understanding of key skills across Equifax competencies
- Ability to drive urgency in the sales cycle and the execution of solution strategies; exceptional ability to manage a robust pipeline
- Excellent planning, organization, multi-tasking, prioritization and meeting facilitation skills
- Accomplished experience in driving significant revenue growth with highly complex strategic clients
- Travel up to 50% of the time
- Masters or advanced degree preferred
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