What We'll Bring

The role is responsible for driving forward growth from TransUnion Fraud business through development and execution of strategy aligned to all verticals and regions and global objectives. The Focus is on TU global fraud business scale through protect and grow existing LOBs while prepare the field for the next gen offering while Define the enablement models throughout the sales process and pipeline creation

Reporting to the SVP of Global Fraud Solutions with indirect reporting line to EVP of Market Solutions and Represent GTM discipline in the global fraud BMT and work closely with the Product Manager lead to define the methods of taking the fraud product lines to market

What You'll Bring

Strategy

You are responsible for developing a clear coherent market-back strategy for global Fraud business that incorporates GTM, Product and aligns with International and Global strategy objectives

You will represent Global strategy reviews to help shape wider Global strategy, ensure key objectives are considered, learn about alternative strategies from other solutions to help scale our Fraud business

Whilst not directly responsible for Product strategy, you will be a key stakeholder in shaping the fraud product strategy and ensure it aligns with the GTM plan to deliver the desired outcome

Thought Leadership

You will be a recognized as credible industry leader on Fraud in the various markets with an extensive network of contacts built up over many years of working within the industry

You will personally represent TU for all significant external engagements across all Medias, conference speaking, hosting roundtables, press releases, whitepapers, blogs. You also represent Fraud for all significant internal events (sales conferences, Leadership events, Exec events) providing deep knowledge, insight and voice of customer perspective for the fraud markets

You will leading a global team of industry professionals across the world and through collaboration with cross functional teams (e.g. Marketing), will produce fresh, relevant thought leadership with deep market knowledge and customer insights to drive TU’s brand as a leader in the fraud market and generate inbound leads

Business Development

Ensuring Pre Sales are aligned to core and target markets, providing product and marketing training to sales teams and building a strong relationship with sales

You will work with TU Sales leadership to improve conversion rates, contract minimum value, TCV values and help in the Fraud Sales process

You will be involved in sign off on all high value deals and discounts through pricing authorization requests

You will be the senior leader of Fraud Solutions for TU business world-wide and will be expected to lead senior client engagements, your ability to speak at this level will ensure TU is seen as credible and you will drive the conversation to uncover opportunities aligned to TU solutions efficiently

Market Development

Identify market trends and develop fraud strategies to address market trends, resulting in increased market share.

You will be responsible for developing any associated business cases needed to acquire resource needed to exploit any identified market trends

You will be a domain expert in the fraud market with a deep understanding of market challenges by sector, competitor and solution landscape and be well connected across senior key stakeholders in customers and prospects alike

Equally you will be responsible for early identification of any market trends that could negatively impact TU’s Fraud business and developing strategy to mitigate against the risk

You will be responsible for driving focus on fraud analytics to drive better insight from our existing and new data assets. Ensuring this team is driving the strategy for approach and leveraging cross functional teams to drive the desired outcome. Raising business cases and inclusion in 3YP as required for adding required resource for analytics to align to global strategy objectives

Product Innovation

Your deep domain expertise and customer engagement will ensure you provide voice of customer feedback to the product teams to drive new innovation

You will work closely with Product to provide all required metrics for building of product business cases

You will be a key part of the Product Life Cycle process with sign off on all new product developments for Fraud and ensure the GTM objectives are represented

Management

You will be responsible for management and development of talent to ensure the Global Fraud GTM teams exceeds verticals and regional objectives

You will manage directly all the GTM leaders for US verticals (PS, DM, FS and Insurance) as well as TU INTL regions such as India, UK and Canada

Indicators

You will be responsible for creating a top down and bottom up revenue plan that aligns with the goals of the US verticals and INTL regions and Global Fraud objectives

Monitor revenue performance against plan using weekly, monthly, quarterly and full year KPIs – e.g. pipeline, sales, conversion rates, number of deals, leads generated

Monitor wider KPIs and implement strategies that will generate enhanced revenue – e.g. improving time to value, increasing contract minimum commitment thresholds, increase average contract TCV values, driving increased usage of existing customers

Impact You'll Make

Qualifications

15+ year experienced practitioner in a fraud/identity related role working for firms that build develop value in Fraud prevention with demonstrable track record

You will be highly respected in the global Fraud industry with an extensive network of contacts

15+ year experience in sales, pre-sales or other related business development role with Fraud prevention domain expertise

Executive Management and leadership experience in successfully building and growing global teams