What We'll Bring

At 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.

The Vice President of Identity & Fraud Sales will lead TransUnion’s efforts to grow the U.S. Identity and Fraud business within Financial Services. The Vice President of Identity & Fraud Sales will be responsible for building and leading a commissioned specialized sales team of Industry Executives that executes on the strategic growth plan for TransUnion’s IDVision suite of solutions within Card & Banking and Consumer Lending Lines of Business. Through leading the sales team, which includes direct customer interaction, this individual will command an in-depth understanding of the market, competitor trends and sophisticated customer needs. This leader will ensure the team is properly set-up to maintain a strategic market outlook, plus an outstanding ability to balance customers’ and TransUnion’s priorities. Knowledge and understanding of the financial services industry pressures, and specifically identity, authentication and fraud, as well as the budgeting and decision-making process is required. The ideal leader will embrace and leverage the sales team’s existing rigor, discipline and process while seamlessly integrating sales operations and strategies that will enhance both the existing team’s performance and our customer’s experience. In addition to delivering on the growth of these solutions, the Vice President of Identity & Fraud Sales will be responsible for expanding our thought-leadership position in the market while achieving annual new business and revenue goals by focusing on new business development, opportunity management, and consultative selling that help our clients win in the marketplace.

What You'll Bring

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.

A minimum of 10+ years of experience leading sales team with specific experience in financial services Identity & Fraud sales, with the proven ability to lead a sophisticated, energetic and winning solutions-based sales organization.

Proven track record of success in building and transforming a top performing sales teams from a transaction-based to a high end, consultative and solutions-based model.

Demonstrated success in high end solution and consultative selling, working directly with Identity, Authentication & Fraud buyers and making C-level sales of complicated B2B information solutions.

Understanding of issues in the identity, authentication & fraud landscape required; a network of executive contacts and key relationships in the financial services/mortgage and/or related industries a plus.

Demonstrated sales discipline through experience in setting, monitoring, and measuring strategic sales goals and priorities; knowledge and use of next generation sales management tools such as salesforce.com.

Proven solutions and product orientation with ability to understand factors driving customer demand, budgeting and purchasing behavior; an ability to translate product capabilities to broader based high end solutions which meet customer needs.

Desire to work, and successful track record, in a fast paced and highly dynamic environment required.

Bachelor’s degree required; an MBA a plus.

We'd Love to See:

Exceptional business and selling skills: The Financial Services Identity & Fraud Sales Leader will set a compelling vision for the team and will have an unrelenting and aggressive drive to succeed.

A natural sales orientation (identifying the right new business/hunting strategies) combined with the strategic acumen to influence market planning and product/solution development.

Strong leadership and influencing skills: The Identity & Fraud Sales Leader will be a strong and inspirational leader of their team; they will motivate, develop, and lead an integral piece of the Financial Services Sales organization.

Possess exceptional interpersonal and influencing skills to establish credibility and trust with customers, and build relationships with business partners.

Enterprise orientation: The Identity & Fraud Sales Leader will collaborate with colleagues across the organization to deliver the best of TransUnion’s products and solutions to the top financial services companies in the industry.

Ability to work closely with business unit leaders, Global Solutions and the marketing division to build the organization and continue to drive growth and profitability.

Customer and market focused with the ability to capitalize on new trends, products, solutions, and capabilities. Innovative and creative.

A Leader with ability to seamlessly integrate within TransUnion, yet operate independently at the same time.

Action-oriented with a fact-based, thoughtful and decisive style. Able to envision and act on new possibilities with a sense of urgency. Aggressive and ambitious on behalf of the company.

Exceptional communication skills, both verbally and in writing. Able to articulate a vision, a set of goals, and a game plan. Able to inspire others to embrace and follow the plan.

Highly resourceful and independent. Track record of success working in a fast-paced and highly dynamic environment.

Highly motivated, energetic, personable and comfortable working closely with senior leadership. Thorough, organized, and able to handle a wide range of complex issues.

Impact You'll Make

Sales strategy formulation and implementation:

Lead successful sales in an environment where new products and solutions are offered to a sophisticated customer base with ever-increasing complexity and decision-making processes. 

Identify, develop and execute the strategy for continued identity, authentication & fraud revenue growth from TransUnion’s top U.S. financial services customers and new customer acquisition.

Develop a keen understanding of customer needs and analyze the target customer base to understand their business and strategic fit with TransUnion.

Ensure the team of Identity & Fraud Industry Executives deliver a consultative sales solution, creating greater customer value that fuel future growth trajectories.

Drive the implementation and adoption of sales strategies that expand existing and new customer’s exposure to new products and solutions in the Identity, Authentication & Fraud space. 

Ensure systematic and insightful feedback on marketplace and competitor trends, as well as evolving needs of customer segments. Serve as “eyes and ears” for market planning and new solutions/product development.

Foster flexibility within the team to respond to ongoing marketplace changes and opportunities.

Sales management and metrics measurement:

Direct the development of a specialized sales team focused in the Identity, Authentication & Fraud space that aligns to overall sales strategy.

Drive and reinforce behaviors in effective customer engagement that results in deeper account penetration of existing customers; identify opportunities to cross-sell and offer additional solutions/products/services.

Enhance best practices around metrics-based sales processes sales planning, tools (CRM)) and reports for use in strategic planning, forecasting and pipeline management.

Maintain an open flow of communication across business units and marketing. Collaborate with business unit leaders and Global Solutions to always improve the approach to measuring revenue, market share, cost of sales, sales pipeline and performance of customer accounts.

Identify and facilitate the transfer of the most effective sales practices across US Markets.

Salesforce leadership and talent development:

Position the Identity & Fraud Industry Executive sales team to be a top quality, high performance team focused on sales with our identity, authentication, and fraud industry buyers and in line with TransUnion’s product release and strategy. 

Create a winning culture by prioritizing talent management as well as team and leadership development. Recruit, coach, evaluate, develop and motivate high-potential performers.

Ensure effective sales competency structures, career paths, and incentive systems are embedded that drive high performance and motivate the sales organization to achieve significant growth through existing and new customers.