What We'll BringAt TransUnion, we have a welcoming and energetic environment that encourages collaboration and innovation. We are consistently exploring new technologies and tools to be agile. This environment gives our people the opportunity to hone current skills and build new capabilities, while discovering their genius.
Come be a part of our team – you’ll work with great people, pioneering products and cutting-edge technology.
Protecting the health and wellness of our associates and candidates considering a career at TransUnion is our highest priority. In supporting this vision, our recruitment and new hire experience for this role is fully virtual for the time being. Candidates interviewing will get to know our team over the phone and video, and this role will operate virtually upon hire until we return to the office. Even though we’re not physically together right now, our goal is to provide you a supportive candidate and new hire experience that will immerse you in our culture and set you up for success at TransUnion.
Our Financial Services (FS) team is seeking a highly motivated individual to join our team as an Industry Executive, supporting our TruValidate suite of Identity, Authentication and Fraud solutions. 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 identity, authentication and fraud solutions in all areas of Financial Services. This role emphasizes penetration of “greenfield” clients, cross sell and upsell opportunities within existing TransUnion customers, and growth through delivery of strategic initiative solutions.
What You'll BringBachelor’s degree from an accredited college or university or the equivalent in experience
Minimum of 5 years selling identity, authentication, fraud, security, and technology solutions in a complex enterprise sales environment
Demonstrated track record of consistent quota/goal attainment
Proven track record of building partnerships and interfacing at the C level. In addition, major account experience in a matrixed environment with expertise in navigating large complex organizations, identifying buyers, influencers, and closing business.
Demonstrated experience within and/or knowledge of the financial services industry
Experience in complex contract/legal negotiations
Proven client engagement skills including prospecting, relationship-building, deal making, negotiating and closing business
We'd Love to See:
Ability to work in a fast paced, dynamic, company environment
Ability / willingness to travel domestically (post pandemic)
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
A general understanding of the regulatory requirements for using credit data in Financial Services marketing a big plus
Proficiency in Microsoft Office (Excel, Word, PowerPoint).
Impact You'll MakeAs an identity, authentication, and fraud expert, you will support our sales team’s efforts to grow TruValidate business within our Financial Services Consumer Lending and Card/Banking markets.
You will do this by first developing the Industry Engagement approach as a critical component of the overall Account Engagement Plan (AEPs) to expand TruValidate business among financial services customers.
Then 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 account management team.
Deliver presentations that demonstrate TU’s value proposition; develop/propose solutions, handle objections, contract negotiations and close new business.
In addition, you will partner with TU Financial Services sales team to establish relationships with known fraud buyers, decision makers and influencers among TransUnion’s existing customers to cross sell/upsell.
In the pursuit of new sales opportunities, you will direct the appropriate engagement of TransUnion’s sales support resources (e.g., our Line of Business Market Development Teams, Global Solutions Subject Matter Experts (SMEs), pre-sales engineers, account managers).
Collect, interpret and share market, customer and competitive intelligence concerning identity, authentication and fraud.
Promote communication, team building, personal development, customer directed innovation and other traits to project and strengthen the culture of the company.
Travel to customer locations and trade shows/conferences as necessary (post pandemic).