Head of Latam Fraud

Team Focus

We are a reliable provider of global information solutions to assess and manage risks. We believe that information can help develop our industry, facilitate business and ultimately improve the standard of living for people around the world. We see information in a different way not only for what it is, but for what it can do to help people achieve their goals. When companies and people have access to complete and truthful information, they can make better decisions and achieve their goals. This is called information for good.

Description

This is a leadership role with focus on commercial and team leadership responsibilities. You will be a part of our LATAM team, based out of Colombia, which has high-growth aspirations and increasing levels of investment. As part of the Fraud &ID leadership team, the core aim of the LATAM F&ID Product &Pre-Sales team is to drive LATAM product management and strategy on Fraud protection/prevention, ID verification, Digital Onboarding and fraud risk alert & monitoring solutions. Additionally, they will support local GTM efforts with domain expertise. This position is competent in all phases of product management and oversees staff that manages these activities for LATAM Fraud & ID team. Primarily this is achieved through identifying and advising client opportunities as the subject matter experts on best practices within financial crime, fraud, identity, alongside TransUnion's software, data, and analytics solutions.

This position will be responsible for developing and executing regional business development strategies for Fraud and Identity solutions across the LATAM region, providing strategic direction and thought leadership to achieve revenue projections while delivering and executing against a plan to drive incremental growth above current forecasts. This position will serve as an in-market ambassador of the Global Fraud Solutions team by adopting and adapting Global Fraud solutions and go-to-market strategies to better enable and connect Sales, Analytics and delivery teams to drive product adoption and deliver long-term results.

This position's goals will include defending and growing existing Fraud & ID Solutions revenue and accounts, to grow and accelerate our pipeline and to embed our new Ways of Working operating model to deepen our strong business development capability, whilst managing a strong, high performing fraud product team. The ideal candidate is an energetic leader that can effectively develop and articulate a product vision and strategy that leverages the best of TransUnion IP and combines it with the requirements of the local markets to deliver best-in-class solutions to solving customer problems.

How will you contribute:

• Lead, motivate, coach and inspire the F&ID Product & Pre-Sales / Solution Consultant team to achieve and exceed revenue targets, optimize client engagement approach, and drive creativity and client value in solution design and delivery.
• Working closely with Sales Directors and teams to drive exploratory client engagement and pipeline origination.
• Identify customer priorities, pains & gaps by facilitating consultative workshops & client discovery sessions – develop new solutions to overcome client's critical business issues using existing functionality/data.
• Provide technical & strategic expertise in preparation of client bids, proposals, RFI responses & RFP responses.
• Managing/Influencing internal stakeholders for delivery of objectives, and responsible for driving collaboration with other TransUnion Latam functions.
• Share industry best practice with respect to solution implementation and optimisation in conjunction with TransUnion's data and solution offerings.
• Propose solutions across data, insights (analytics) and action (process and/or technology) to solve customer needs. Create compelling business cases, use cases & custom journeys to illustrate how TransUnion solutions can help a client achieve their business objectives.
• Support and co-ordinate data and data solution trials, proof of concepts, digital strategies and analytical and insight studies.
• Work closely with Marketing functions and Sales Leadership to drive actions/campaigns for specific products/sectors in relation to Fraud & ID.
• Support industry relations via production of white papers, articles and editorials, conference speaking, seminar attendance, etc.
• Provide internal subject matter expertise and contribute to upskilling other teams within TU.
• Product development - assist product teams with product strategy, feeding in personal insights, industry best practice, & VOC recommendations on future priorities and strategies.
• Provide ideas, thoughts and concepts under 'innovation' where TransUnion may be well placed to provide solutions and services to meet specific client needs.
• Product Strategy: Developing, refining, and maintaining product family strategy and roadmap in collaboration with the Global Fraud Solutions leadership.
• Prioritizing product pipeline: Directing the strategic focus of product management efforts to support growth of multiple business units, translating corporate objectives into actionable plans. Ensuring new product ideas has clear VOC input and works with business to prioritise GTM and develop pipeline.
• Monitors and analyzes product key performance indicators, customer feedback, and the competitive landscape to identify gaps, weaknesses and opportunities in any part of the product delivery.
• Product Research & Business Development: Identifying new products that best serve the needs of our customers.Ensuring organization actively gathers competitive intelligence and market research to utilize product portfolio strategy.
• Product Knowledge: Be an SME within the fraud and risk environment, able to understand client CBIs and lead discussions with clients to partner with TransUnion in solving for these CBIs. Leading efforts to improve product adoption and performance. Understands full scope of product attributes and functionality. Capability to enable sales teams to sell TransUnion solutions.
• Provides product knowledge to clients and support to the sales team through various channels including webinar training, public speaking at industry trade events, and sustaining strong relationships with strategic partners to leverage market intelligence.
• Achieve Annual Revenue Plan by managing the overall pipeline for Fraud and ID Solutions initiatives across LATAM. Working through the sales force, increasing pipeline and win rate, driving up average deal profitability.
• Develop comprehensive sales training plans to increase awareness of Fraud and ID Solutions. solution sets with our Sales teams and to ensure sales team effectiveness.
• Support Sales by providing additional sales tools, assisting with account planning and participating in sales conversations as a Subject Matter Expert (SME). Serve as an active SME on sales calls and engagements.
• Product Financials & Reporting: Establish pricing and acceptable margins for products in region. Ensure ROI of product is achieved. Ensures goals and measures for processes and products as well as the tools and framework are in place for execution against goals.
• Develop, communicate, and track compliance with pricing models and guidelines.
• Develop and confirm financial case (revenue, investment, and cost model).
• Evaluate strategic fit of business partners and make recommendations to senior management on acquisition or partnership opportunities.
• Prioritize enhancements based on ROI and works with technical team to develop release schedules and updates the product roadmap accordingly.
• Owns, develops, drives and communicates product strategy across the organization.

We had love to see:

• A bachelor's degree or above.
• A minimum of 10+ years of experience in Product Management for banking/fintech solutions, with at least 4+ years in managerial level.
• Proven experience in leading transformation initiatives focused on the growth of business.
• Experience in client facing, such as presales consultant or client solution architect, is highly preferred.
• Specialize in Fraud & ID, Digital Onboarding, AML, KYC/KYB and Decision flow solution which includes experience in using and evaluating technologies such as eKYC, web & mobile development technology, RPA, decision engine, block-chain …etc.
• The incumbent must also have a solid knowledge of the industry, business operations, and the integration of them to effectively develop workflow processes, determine the feasibility of the project through a business perspective, and communicate these needs to technical staff.
• Must be a problem solver with a 'get it done' attitude and strong self-motivated. Ability to think innovatively and drive changes.Ability to handle multiple tasks at one time. Has ability to seek opportunity with ambiguity.
• Expert knowledge of fraud, identity and financial crime industry best practice, regulations, regulators, innovations & future market challenges.
• Extensive network of senior contacts within TransUnion LATAM's target customer base across Financial Crime, Fraud Prevention, Anti Money Laundering & Identity Verification.
• Expert presentation and communication skills to internal and external senior stakeholders across multiple sectors.
• High motivation, able to work alone and as part of the Fraud & ID Business Unit and through other TransUnion Business Units.
• Ability to travel, where necessary.
• Experience of delivering through people to meet targets.