TransUnion's Job Applicant Privacy Notice
What We'll Bring:
At TransUnion, we are dedicated to finding ways information can be used to help people make better and smarter decisions. As a trusted provider of global information solutions, our mission is to help people around the world access the opportunities that lead to a higher quality of life, by helping organizations optimize their risk-based decisions and enabling consumers to understand and manage their personal information. Because when people have access to more complete and multidimensional information, they can make more informed decisions and achieve great things.
Dynamics of the Role
Our Latam Sales Organization is looking for a highly motivated professional to join the team as an industry sales specialist, focused on a specific suite of Fraud & Identity solutions. This sales role is dedicated to acquiring new customers and is responsible for meeting annual business and revenue targets through the development of commercial relationships, opportunity prioritization, consultative selling, and exceptional negotiation and closing skills—driving growth among both existing and potential clients. The position centers on prospecting and selling our Fraud & Identity solutions to key segments and verticals, with a strong emphasis on reaching “greenfield” clients, maximizing cross-selling opportunities within TransUnion’s customer base, and fostering growth through the delivery of strategic solution initiatives.
What You'll Bring:
- Selling experience Fraud and ID solutions, Digital Identity management solutions
- Proven client engagement skills including prospecting, relationship-building, deal making, negotiating, and closing business.
- Deep understanding of the Fraud & Identity business and consulting along with current best practies and emerging trends.
- Demonstrated understanding of B2B and B2C channel programs and track record of consistent quota/goal attainment
- Must understand banking, financial services & insurance (BFSI), Fintechs, Credit Unions, Retail and related industry challenges and needs.
- Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client.
- Great at building relationships and working within a team-selling environment across the company.
- Experience in Consulting with Internal as well as External stakeholders and partners with respect to the various Fraud and ID offerings across Latam markets
- Focused on value-based selling using ROI and TCO models, rather than competing on features & functions or price.
- Proven track record of building partnerships and interfacing at the C level. In addition, major account experience in a matrix environment with expertise in navigating large complex organizations, identifying buyers, influencers, and closing business.
- Relationships within the F&ID space including marketing organizations of institutions.
- A general understanding of the regulatory requirements for using credit data in Financial Services marketing a big plus.
- Willingness for purposeful travel
Impact You'll Make:
- As a sales specialist, you will support TU’s efforts to grow the Fraud and ID solutions business within our target set of verticals in Colombia / Latam by delivering revenue plans.
- Solution sales specialist and subject matter expert: become a sales subject matter expert on flagship TransUnion Fraud & ID products in Latam and build expertise in identified critical business issues so that you are seen as a specialist on the solutions we have offer to solve these problems.
- You will do this by first developing the strategic buyer approach as a critical component of the overall account plan to expand business
- 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 client success teams
- 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 your regional sales peers to establish relationships with known buyers, decision makers and influencers among TransUnion’s existing customers to cross sell/upsell.
- Collaborate with Director of Sales to set and meet sales growth goals and objectives to expand company revenue and profit
- 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 Teams, Global Solutions Subject Matter Experts (SMEs), pre-sales engineers, account managers).
- Collect, interpret and share market, customer and competitive intelligence.
- Enabling cross pollination of TU enterprise solutions, Partner with our Solutions and Lines of Business colleagues to ensure Voice of Customer and product innovation.
- Promote communication, team building, personal development and other traits to project and strengthen the culture of the company.
- Travel to customer locations and trade shows/conferences as necessary.
This is a hybrid position and involves regular performance of job responsibilities virtually as well as in-person at an assigned TU office location for a minimum of two days a week.
TransUnion Job Title
MAE I, Account Dev - Direct Sales