Principal Consultant

4 weeks ago

London, United Kingdom Equifax, Inc. Full time

Equifax Pre-sales Consultants are customer-facing subject matter experts in a number of specialist domains - consumer lending/risk, commercial lending/risk, risk management, identity management, fraud prevention and debt collection. They are innovative and motivated to keep ahead of market trends and ever evolving customer challenges. The team works closely with our major customers demonstrating how to drive value from Equifax solutions and building stronger client relationships. Our consultants combine a deep understanding of the market, regulatory landscape, our customers, their priorities and of our data, products and services.

We are seeking a Principal Consultant (Fraud & ID) to act as a trusted advisor to our key customers and partners working across multiple vertical markets - banking, insurance, consumer finance, telco, gaming, utilities & public sector. You will have an exciting opportunity to work with our key customers to advise them how they should approach challenges and market opportunities. You will also work closely with our partners to optimise commercial opportunities.

Acting as an SME from an industry, product, technical, and regulatory perspective, this is an exciting opportunity for an experienced Fraud & ID professional with strong core technical skills and product knowledge to join and be part of a growing commercially focused pre-sales team.

What you’ll do

  • Provision of specialist pre-sales consultancy expertise in the field of Fraud & ID - trusted advisor to our clients & partners and valued partner to our Equifax colleagues

  • Responsible for value creation and delivering the Fraud & ID value story to our clients and prospects

  • Working with our strategic customers as the Fraud & ID subject matter expert across all stages of the customer journey - onboarding, account management and debt collection

  • Detailed understanding of our customers, including their priorities, challenges and opportunities

  • Support industry relations via production of white papers, articles and editorials, conference speaking, seminar and trade association attendance

  • Facilitate consultative workshops & customer discovery sessions – identify solutions to overcome customer critical business issues

  • Prepare insightful presentations on market trends, and customer portfolios to keep the customer informed of their position in the market and where they might be able to make improvements. Build a positive reputation as trusted advisors

  • Interact closely, effectively & professionally with various client stakeholders - decision makers, economic buyers, users & influencers across multiple touch points e.g. Strategy, Operations, Decision Science, Analytics & Technology

  • Build relationships with key individuals in Equifax’s client base e.g. Head of Fraud & ID, Operations, Debt Management, Fraud, Analytics, Strategy, etc.

  • Share industry best practice with respect to solution implementation and optimisation in considering Equifax Fraud & ID data and solution offerings

  • Prepare pitches to address any identified business issues and demonstrate the value such solutions would deliver

  • Propose solutions considering the Equifax Fraud & ID Bureau suite and design strategies (process and/or technology) to solve for customer needs. Create compelling business cases, use cases & custom journeys to illustrate how Equifax solutions can help a customer achieve their business objectives

  • Proactively design detailed success criteria and ‘what good looks like’ in partnership with clients regarding the assessment of Equifax products & solutions.

  • Design and manage trials, assessments, POC’s and analytical studies of Equifax products & solutions

  • Work in partnership with clients to quantify the value of Equifax products and solutions i.e. Return on Investment (ROI) assessments

  • Provide technical & strategic expertise in preparation of customer bids, proposals, RFI responses & RFP response

  • Product development - assist the Product Teams with product strategy, feeding in personal insights, industry best practice, & voice of customer recommendations on future priorities and strategies.

  • Contribute to longer term strategic business planning & product development for Equifax

  • Accountable for the delivery of applicable commercial targets relating to your customers and the Equifax UK business

What experience you need

  • Extensive experience supporting clients in the optimal use of data for Fraud & ID management purposes

  • Expert knowledge of Fraud & ID management industry best practice, regulations, innovations & future digital technologies

  • Deep understanding of Fraud & ID strategies and processes including emerging or new service initiatives

  • Understanding of data and insights to support Fraud & ID management

  • Ability to travel regularly within the UK to meet with clients or to attend other Equifax offices and conferences. *Subject to UK Gov COVID guidelines

  • Industry experience within the banking or financial services markets along with an applicable consultancy background

  • Demonstrated experience in pre-sales, either for a vendor technology company, CRA, a ‘Big 4’ or other consulting firm selling services or solutions to banks or financial services companies. Or extensive time spent ‘client side’ as a Fraud & ID management practitioner/leader.

  • Ability to link product capabilities to business value and relate to customer pain points

  • Strong presentation skills; able to participate in the delivery of workshops to drive definition of scope aligned with Equifax capabilities

  • Experience in RFP & RFI processes through to formal presentation to senior executives

  • Ability to communicate effectively with customers, project leads and within Sales team

  • Likely to have extensive experience within a Fraud & ID environment with a proven track record of delivery

  • Strong problem-solving and influencing skills

  • Excellent analytical skills and exposure to risk modelling

  • Comfort in pitching to clients and senior stakeholders

  • Proven ability to deliver outstanding customer satisfaction

  • Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well individually and with others as part of a consulting team and the wider business

  • Excellent communication, professional presentation and process/organisational skills, as well as strong creative orientation and the ability to craft innovative solutions

  • Excellent project/task management and ability to work unsupervised


What could set you apart

  • You have worked ‘client side’ for a number of years

  • You talk our customers language, you have been in ‘their shoes’

  • You have experience working within the CRA or ‘Big Data’ industry

  • You have the ability to bring knowledge, expertise and practicality together to provide thought leadership to our clients

  • You have the ability to build trust and rapport quickly

  • You have experience in conference speaking

  • You have a strong professional network within Fraud & ID management

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