Head of Pre Sales

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 UK which has high-growth aspirations and increasing levels of investment. As part of the Fraud &ID leadership team, the core aim of the UK F&ID Pre-Sales team is to support local GTM efforts with domain expertise from within the UK Solutions Line of Business structure. Primarily this is achieved through identifying and advising on client opportunities as the subject matter experts on best practices within financial crime, fraud, identity, alongside TransUnion's software, data, and analytics solutions. The Head of Pre-Sales will also work with clients to ensure they use our data and products effectively to enable them to maximise the value and efficiencies they receive from working with TransUnion.

Responsabilities

• Accountable for the delivery of commercial targets, new business, new solutions and overall revenue for the Latam F&ID business in a pre-sales consulting capacity.
• Lead, motivate coach and inspire the F&ID Pre-Sales team to achieve and exceed revenue targets, optimise client engagement approach, and drive creativity and client value in solution design and delivery.
• Work with clients as subject matter expert on TransUnion's F&ID solutions across all stages of the customer lifecycles, acrosssectors, including: Support collaboration and creation of sector/account plans with GTM Sector Leads on how best to support their sales teams.
• 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.
• Enabling sales in client engagement and deal closure including commercial and pricing approaches.
• Provide technical & strategic expertise in preparation of client bids, proposals, RFI responses & RFP responses.
• Responsible for monitoring/forecasting sales as well as consolidating weekly/ monthly/ annual financial commentary and analyses.
• 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,etc.
• 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.

Requisitos:

• Expert knowledge of fraud, identity and financial crime industry best practice, regulations, regulators, innovations & future market challenges.
• Sales/pre-sales leadership experience and consultative solutioning, and be able to demonstrate a successful track record of selling or contributing to the sales of complex Fraud & ID solutions to senior management stakeholders across a range of sectors.
• Extensive network of senior contacts within TransUnion UK'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
• Experience of using CRM systems, managing a pipeline, forecasting, sales methodologies