VP of Sales Media and Entertainment Vertical at TransUnion
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.
The Vice President of Media and Entertainment Sales will lead TransUnion’s efforts to grow new partners in the U.S. Marketing Services along with the full suite of TransUnion solutions within the Media and Entertainment Vertical. The Vice President of Media and Entertainment 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 Marketing Solutions as well as solutions that align to the needs of prospects within the Media and Entertainment industries. 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 relevant industry pressures, and specifically the evolution of the media and marketing ecosystems as it relates to identity and audiences. Audiences. 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 Media and Entertainment 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 BringA minimum of 10+ years of experience leading sales team with specific experience in working in the Marketing and Advertising Ecosystem including agencies, martech/adtech, publishers and media companies with the proven ability to lead a sophisticated, energetic and winning solutions-based sales organization.
Advanced understanding of the online and data driven ecosystem including best practices for use of online and offline data, identity, and measurement.
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 Marketing solutions & Fraud buyers and making C-level sales of complicated B2B information solutions.
A network of executive contacts and key relationships in the Media and Marketing ecosystem.
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.
Impact You'll MakeLead 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 new partner revenue growth from TransUnion’s top U.S. Media and Entertainment prospects.
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 Media Entertainment sellers deliver a consultative sales solution, creating greater customer value that fuel future growth trajectories.
Drive the implementation and adoption of sales strategies that expand new customer’s exposure to new products and solutions in the Marketing solutions 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 Marketing Solutions and 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 Marketing and Media sales team to be a top quality, high performance team focused on sales with our Marketing and Media 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.