Enterprise Sales Specialist

Description:

We’re looking for a Sales Specialist VP to join our growing Sales Specialist team where you’ll learn and help to lead a team comprising industry expertise within the client engagement process promoting market leading solutions to critical business issues experienced by our clients through consultative engagement processes and methods. The role will closely partner with the regional sales teams in providing holistic guidance, leadership, and program support for the sales teams to execute on their annual financial targets. The incumbent will partner and work within the Go-to-market and regional functional teams as the key conduit in developing, importing, and exporting of best practices and articulating the voice of the customer needs for TransUnion’s client base.

Day To Day You’ll Be

Formulates strategy for specialist sales customer engagement and revenue development.
Engages and partners with the vertical leaders in outlining the opportunities within their markets and assisting in delivering the revenue plan.
Supports the account planning process and client engagement approaches across the key clients in sharing expertise and best practices to deepen client relationships and growing revenue lines. 
Leads the design of campaigns to support GTM activities for the sales channel and partners, including stakeholder input and support (sales, product marketing, solutions, market planning).
Champions the “VOC” feedback for providing input into the Solutions team in the design and consideration for new product needs and enhancement of existing solutions.
Understanding revenue targets and analysing data to figure out what changes need to be made to attain these targets.
Provides knowledge, use cases and industry expertise (thought leadership) to the matrix partners relative to creation of content, GTM programs and training for the sellers.
Shares industry POV’s, provides thought leadership insight and champions the execution of industry events (Advisory boards, Summits, and Conferences).

Acting Strategically

Success Factors for Role:

Creates a two-to-three-year blueprint to implement the enterprise strategy in own area (i.e., a functional vision) connecting the dots across multiple functions.
Identifies and prioritizes critical future factors in making decisions, gathering the right resources to adapt or adjust the plan.
Identifies changing customer needs or trends and works to address them.

Leading Change

Empowers the organization to find competitive advantage to better serve employees and customers.
Communicates a compelling business case to the organization to gain buy-in for significant change.
Assesses capacity for change as well as potential trade-offs required to prioritize change effort and continually adapt the plans to the organization’s political realities and constraints.
Innovation: Continually evaluates the product line for gaps and opportunities for new offerings to ensure that our Customer Solutions offering is competitive in the markets in which it participates.

Collaborating And Influencing

Builds credibility as a trusted thought partner to multiple stakeholders horizontally and vertically across the business.
Matrix Management and Development: Influences the teams responsible in enhancing our customer’s experience. Ensures optimization of account assignments and leverage associate expertise to client/industry requirements. 
Facilitates discussions that enable people to collaborate independently with each other.

Essential Skills & Experience

Considerable demonstrated ability to effectively champion the sales program, with an emphasis on implementing strategic initiatives and measuring results. Demonstrated leadership skills, using influence rather than direct supervision.
Demonstrated ability to build successful relationships with key customers, internal managers, sales professionals, and peers, who may have differing perspectives or incongruous goals. Proven effectiveness in the use of professional sales methodologies and systems. 
Ability to quickly analyze rapidly changing circumstances and to provide sound strategic and tactical sales advice. Analytical ability sufficient to systematically appraise and verify the effectiveness of sales and marketing programs through performance metrics. 
Ability to compile and interpret complex and varied data from external and internal sources, to reach sound conclusions, and to provide well-reasoned analysis to support recommended courses of action. 
An understanding of the trends and challenges facing the various client industries with the ability to uncover and address customers’ unique problems through key messaging and product positioning.
Business maturity and strong leadership and listening skills, with the ability to analyze input from customers, partners, TransUnion associates and market trends, to identify and clearly articulate needs and opportunities for growth for the business unit.
Ability to effectively develop relationships, engage, advise, and persuasively communicate with all levels of senior leadership to effect change and influence outcomes.
Program management experience, with the ability to manage several related strategic projects and an eye for process improvement and risk reduction.
Independence, initiative, business acumen, and excellent verbal, story-telling written communication, presentation, and negotiation skills.
10 years professional experience in the credit reference agency or software industry in general management, business strategy, market/business intelligence, consumer and market insights, business development, sales/account management, product development or management consulting
Minimum of bachelor’s degree. 

Desirable Skills & Experience

Track record of managing a high-performance team with proven success in market strategy creation and execution.
Proven success in market expansion and revenue attainment business case execution