What We'll BringAs part of the Global Solutions team at TransUnion, you will support effective go-to-market of Digital Onboarding and Fraud & Identity solutions in the different International markets; effectively enabling multiple regions in achieving revenue and profitability targets which cater to TransUnion customers such as Banks, Insurance, Telco, Fintech, etc.
What You'll BringReporting to the GTM head for Digital onboarding solution – This individual will manage all the strategic decisions for an effective go to market and subject matter expertise for Digital Onboarding and Fraud solutions. Collaborate closely with the Sales/GTM/Fraud leads in the regions and serve as product line SME for all markets. Key responsibility includes developing and enabling effective launch strategies and sales enablement to help regions achieve in-year revenue goals. Supports enabling regional leads and counterparts in Sales, Product and Solution consulting in crafting long-term expansion strategy, driving thought leadership and engaging customers in new solution development. Overall responsibility for driving global adoption of Digital Onboarding solution line.
S/he must be willing to accept a dynamic and multi-faceted role requiring work across several teams, time zones and geographies, provide leadership to their peers while working with the core management team on the best way forward to help achieve our collective goals, and establish TransUnion as the true leader in the Digital Transformation and Fraud space.
Your deep experience in product line management along with industry expertise in financial services or a related discipline will allow you to ‘hit-the-ground-running’ in this fast-paced and evolving matrix business.
Impact You'll MakeDuties & Responsibilities
GTM strategy and execution
Responsible for Strategizing and executing various activities related to “go to market” at the Centre including regional launches and execution with “grassroots way” as its core and foundation
Nurturing and creating a high growth Solution Consulting environment within regions and partnering with regional sales and consulting teams
Monitor revenue performance against plan (region wise) 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
Enable collaboration with other Centre based teams like product marketing, marketing, pricing, PMO to create a foundation, roll out and enable adoption of the best practices for the effective product launch within regions
Managing region wise execution of the tactical GTM plan by not only sharing but also ensuring application of best practices across other regions
Support regional leadership in closing complex deals and validating/sizing new markets by providing directional guidance; serve as global SME for all the International markets
Work with regional sales and consulting teams to help increase pipeline, average deal size and win rate of opportunities;
Facilitate sales and SME training and enablement plan to increase awareness of our solutions and effectiveness
Works with global teams/regional leadership to enable and facilitate creation of a global repository of effective sales presentations, demos, pricing guides, value proposition
Product Strategy & Roadmap
Works with regional teams and assist in setting aspirational revenue goals and guide regional leads and sales leadership to develop plans to achieve that goal
Interact frequently with regional teams to maintain strong expertise of product and regional market dynamics/specificities; capture and feed product ideas from regions to CoE
Identify market opportunity to take share through innovative solutions
Working with regions in developing a long-term growth strategy and support development of business cases as needed
Consultative Solution Selling
Pursue establishment of advisory boards (or similar) to get closer to customers and further engage them in ideation and product development/validation
Participate in industry events, publish articles/thought leadership, etc.; work with marketing to identify, develop and provide content for global thought leadership campaigns
Run weekly, monthly quarterly team meetings to ensure all team members have an ability to inform and shape overall strategy and direction and any risk/issues are highlighted quickly
Hold regular 1:1 sessions with key individuals to set personal and team targets and objectives and measure performance
Serve as a critical “bridge” between regional teams and CoE related to successful product launches
Deliver consolidated monthly forecasting and revenue reports that provide clarity and transparency across product, sales and IT to monitor product adoption and GTM execution
Minimum 10 years of Solution Consulting/Sales Management experience in the Banking/ Financial/ Fraud and Identity domains.
Subject matter expertise in the financial services industry, digital solution, consultative selling strongly preferred;
Strong Digital initiatives / Digitization and Fraud and Identity background is preferred
MBA from a Premier B-school preferred but not mandatory;
Demonstrated ability to launch new products successfully through consultative selling, articulating unique value proposition and delivering new solutions in multiple markets;
Both direct and indirect people leadership experience; demonstrated ability to manage by influence across geographies in a complex matrixed organization;
Strategic thinking/visioning: able to see and communicate the big picture in an inspiring way. Determines opportunities and threats through comprehensive analysis of current and future needs;
Has the ability and aptitude to think innovatively and drive change within both internal and client organizations.