Sales Specialist, Fraud Solutions

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Team Overview

TransUnion International (TU INTL) has harnessed the power of our data, technology and IP which is either owned or partnered with to create a suite of Fraud & ID Solutions that enable companies to more effectively engage, onboard, manage and market to their end consumers. These solutions range from Fraud Mitigation, Digital Fraud management, Digital Identity solutions including analytical solutions. As part of the International Sales specialist team, you will be accountable to sell these solutions to prospects and our customers. You will be responsible for hitting revenue targets by building an account development plan and working with your regional counterparts (regional markets and teams) and the global solutions organization to craft account strategies and generate new “Fraud and ID” revenue. To be successful in this role, you will be a true strategic thinker who can navigate large complex organizations (internal to TU as well as Clients), develop relationships with the right stakeholders and drive revenue. Your knowledge of how these solutions can be leveraged by our clients and prospects, your relationships with the stakeholders in these organizations as well as your communication skills will shape how new and existing business will grow. This is a hybrid position and involves regular performance of job responsibilities virtually as well as in-person at an assigned TU office location for a minimum of two days a week.

Role Overview And Core Responsibilities

Our International Sales Organization is seeking a highly motivated individual to join our team as an Industry sales specialist, focused on specific suite of Fraud & Identity solution capabilities. This hunter sales position is accountable for achieving annual new business and revenue goals through customer relationship development, opportunity prioritization, consultative sales, and superior negotiation and closing skills, generating growth to customers and prospects. This key role will be responsible for prospecting and selling our Fraud & ID solutions to the top segments / verticals of customers and prospects. This role emphasizes penetration of “greenfield” clients, cross sell opportunities within existing TransUnion customers, and growth through delivery of strategic solution initiatives.

Key Responsibilities:

• Support TU’s efforts to grow the Fraud and ID solutions business within our target set of verticals and INTL regions by delivering revenue plans.
• Become a sales subject matter expert on flagship TransUnion Fraud & ID products in INTL and build expertise in identified critical business issues so that you are seen as a specialist on the solutions we have offer to solve these problems.
• Develop the strategic buyer approach as a critical component of the overall account plan to expand business.
• You will execute on this approach by leading the sales pursuit to support all stages of the sales opportunity lifecycle. This includes: Primary buyer contact; relationship / opportunity development; preparation and delivery of sales presentations; contract negotiations; and successful hand off to the client success teams.
• Deliver presentations that demonstrate TU’s value proposition; develop/propose solutions, handle objections, contract negotiations and close new business.
• Partner with your regional sales peers to establish relationships with known buyers, decision makers and influencers among TransUnion’s existing customers to cross sell/upsell.
• Collaborate with Director of Sales to set and meet sales growth goals and objectives to expand company revenue and profit
• Direct the appropriate engagement of TransUnion’s sales support resources (e.g., our Line of Business Teams, Global Solutions Subject Matter Experts (SMEs), pre-sales engineers, account managers).
• Collect, interpret and share market, customer and competitive intelligence.
• Enable cross pollination of TU enterprise solutions, Partner with our Solutions and Lines of Business colleagues to ensure Voice of Customer and product innovation.
• Promote communication, team building, personal development and other traits to project and strengthen the culture of the company.
• Travel to customer locations and trade shows/conferences as necessary.

Required Knowledge And Experiences

• 7+ years selling Fraud and ID solutions, Digital Identity management solutions.
• Deep understanding of the Fraud & Identity business and consulting along with current best practies and emerging trends.
• Demonstrated understanding of B2B and B2B2C channel programs and track record of consistent quota/goal attainment.
• Must understand banking, financial services & insurance (BFSI), Fintechs and related industry challenges and needs.
• Must be able to conceptualize, develop and direct the execution of complex solutions and enable go-to-market strategies.
• Experience in Consulting with Internal as well as External stakeholders and partners with respect to the various Fraud and ID offerings across INTL markets.
• Focused on value based selling using ROI and TCO models, rather than competing on features & functions or price.
• Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client.
• Great at building relationships and working within a team-selling environment across the company.
• Thrives in a matrix environment. The ideal candidate will thrive in an environment that is complex and opaque. With limited information, they will jump in and start asking questions to uncover the “real” issues. You are a problem-solver.
• Proven track record of building partnerships and interfacing at the C level. In addition, major account experience in a matrix environment with expertise in navigating large complex organizations, identifying buyers, influencers, and closing business.
• Relationships within the F&ID space including marketing organizations of institutions.
• A general understanding of the regulatory requirements for using credit data in Financial Services marketing a big plus.
• Experience in complex contract/legal negotiations.
• Proven client engagement skills including prospecting,relationship-building,deal making, negotiating and closing business.
• Exceptional communication and interpersonal skills. Articulate, persuasive and engaging communication style. Ability to be extremely persistent in a pleasant fashion.
• Detail oriented; dedicated to quality; customer-focused.
• Willingness for purposeful travel.

TransUnion Overview:

At TransUnion, we encourage and are committed to creating a real, positive impact and shared sense of purpose within our Workforce for Good, which empowers our people to grow, innovate and contribute to a better future for our communities and customers. We strive to build an environment where our associates are in the driver’s seat of their professional development- while having access to help along the way. We recognize that success comes when our associates thrive both professionally and personally; that’s why we prioritize work/life flexibility and offer resources for our teams across the globe to collaborate and drive excellence.

Be a part of our Workforce for Good - you’ll work with great people, pioneering products and cutting-edge technology.

TransUnion's Internal Job Title:

MAE II, Account Dev - Direct Sales