Fraud Solutions International GTM Leader

Development, Sales, Management, Consulting
Full Time

Job Description

What We'll Bring:
The role is responsible for driving forward growth from TransUnion INTL Fraud business through development and execution of strategy aligned to international regions and global objectives. The focus is on scaling the business through creating GTM strategy while develop the market to drive additional value to TU customers and by enable the organization.
Reporting to the SVP of Global Fraud Solutions GTM leader with indirect reporting line to EVP of Market Solutions lead and operate as the INTL Fraud Solutions leader across multiple regions such as UK, India and Canada with expansion to additional markets in the future.
What You'll Bring:
  • You are responsible for developing a clear coherent market-back strategy for INTL Fraud business that incorporates GTM, Product and aligns with International and Global strategy objectives
  • You are responsible for regular communication of International strategy and performance to all regional, international and global stakeholders through regular updates at various forums (e.g. International BMT, UK Fraud Board, ISG Exco, International MBR, 3YP)
  • You will represent the International established regions in all International/Global strategy reviews to help shape wider International/Global strategy, ensure key objectives are considered, learn about alternative strategies from other regions to help improve UK regional approach
  • 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 for all INTL regions

Thought Leadership
  • You will have deep fraud product and market knowledge gained from years of experience in practitioner roles or from within firms who develop and execute successful fraud solutions to market
  • You will be a recognized credible leading industry voice 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 TL 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 lead a team of industry professionals 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
  • You will lead the TU INTL Device risk Sales team, bringing together the right mix of practitioner experience, product expertise, technical knowledge, market knowledge, sales experience to work with the wider International sales team to maximize success and conversion rates of pipeline
  • 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 sales to improve conversion rates, contract minimum value, TCV values
  • You will be responsible for sign off on all higher value deals and discounts through pricing authorization requests and deal desk
  • You will be responsible for championing the cause for value propositions, value selling, solution selling, ensuring all relevant CBIs are understood by wider sales teams and drive a culture of six sigma questioning to get to underlying business issues quickly before aligning to solutions
  • You will be the senior leader of Fraud for TU INTL business and will be expected to lead all 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
  • You will be responsible for management and development of talent to ensure the UK, India, & Canada Fraud GTM teams exceeds regional and international objectives
  • 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
  • You will be responsible for creating a top down and bottom up revenue plan that aligns with the goals of the 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 (MQLs, SQLs)
  • 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
  • You will be responsible for creation of a risk tracker for Fraud, ensuring this is embedded into Fraud team and reviewed with updates/progress on at monthly team meetings and board meetings
  • Appoint a risk champion within Fraud to co-ordinate oversight and updates
  • Ensure the principal risks within Fraud are identified across markets, assessed and appropriately managed, monitored and reported within risk appetite and on an ongoing basis.

Impact You'll Make:
  • 10+ 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
  • 10+ year experience in sales, pre-sales or other related business development role with Fraud prevention domain expertise
  • Sr. Management and leadership experience in successfully building and growing global teams
During the COVID-19 pandemic, TransUnion has several safety protocols in place to protect associates, customers, and visitors. You may be required to be fully vaccinated against COVID-19 as a condition of employment and/or to participate in certain work -related activities. Exemption is available to qualified candidates as a reasonable accommodation.

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, veteran status, marital status, citizenship status, sexual orientation, gender identity or any other characteristic protected by law.

TransUnion's Internal Job Title:
VP, Pre-Sale Technical Consulting
Dice Id : 10111030
Position Id : 19010532
Originally Posted : 1 month ago
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