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Team Overview
We are seeking a highly motivated individual to join our team as an Industry sales specialist, focused on 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. 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
- 7+ years selling Fraud and ID solutions, Digital Identity management solutions
- Deep understanding of the Fraud & Identity business and consulting along with current best practices 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
- 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
Required Knowledge And Experiences
- As a sales specialist, you will support TU’s efforts to grow the Fraud and ID solutions business in India by delivering revenue plans
- Solution sales specialist and subject matter expert: become a sales subject matter expert on flagship TransUnion Fraud & ID products 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. You will do this by first developing 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.
- Collect, interpret and share market, customer and competitive intelligence.
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 Job Title
Sr Sales Lead, Account Mgmt - Direct Sales
Skills Required
- 7+ years selling Fraud and ID solutions, Digital Identity management solutions
- Deep understanding of the Fraud & Identity business, consulting, best practices and emerging trends
- Demonstrated understanding of B2B and B2B2C channel programs and consistent quota/goal attainment
- Must understand banking, financial services & insurance (BFSI), Fintechs and related industry challenges
- Ability to conceptualize, develop and direct execution of complex solutions and go-to-market strategies
- Experience consulting with internal and external stakeholders and partners on Fraud and ID offerings
- Value-based selling experience using ROI and TCO models
- Ability to identify strategic client pains and develop compelling value propositions
- Proven ability to build relationships and work in team-selling environments
- Experience navigating large, complex organizations and interfacing at the C-level
- Relationships within the Fraud & ID space including marketing organizations of institutions
- General understanding of regulatory requirements for using credit data in Financial Services marketing
- Experience in complex contract and legal negotiations
- Proven client engagement skills: prospecting, relationship-building, negotiating and closing business
- Exceptional communication and interpersonal skills; persistent and persuasive
- Detail oriented, dedicated to quality and customer-focused
- Willingness to travel to customers, trade shows and conferences as necessary
What the Team is Saying
What We Do
TransUnion is a global information and insights company that makes trust possible by ensuring that each consumer is reliably and safely represented in the marketplace. We do this by having an accurate and comprehensive picture of each person. This picture is grounded in our legacy as a credit reporting agency which enables us to tap into both credit and public record data; our data fusion methodology that helps us link, match and tap into the awesome combined power of that data; and our knowledgeable and passionate team, who stewards the information with expertise, and in accordance with local legislation around the world. Because of our work, organizations can better understand consumers in order to make more informed decisions, and earn their trust through great, personalized experiences, and the proactive extension of the right opportunities, tools and offers. In turn, consumers can be confident that their data identities will result in the opportunities they deserve. We make trust possible, so businesses and consumers can transact with confidence and achieve great things. We call this Information for Good®—it’s our purpose, and what drives us every day.
Why Work With Us
Our culture is welcoming, energetic and innovative. There’s an overall synergy that flows throughout TransUnion, creating a sense of unity in knowing that we’re all working to achieve the same overall goal. We’re dedicated to providing opportunities for our people to get involved and stay connected with their colleagues across the globe.
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Employees engage in a combination of remote and on-site work.
