Major Account Sales Executive I

Dynamics of the Role

Focusing on the management and growth of TransUnion's market share, you should be passionate about driving innovative sales approaches to identify and understand client's business issues, focusing on opportunities to secure existing revenue and growth, through effective strategic solutions that drive incremental and new revenue opportunities. Through strategic planning, marketing, business development, thought leadership and ongoing management of relationships you will drive revenue through the deployment of innovative solutions.

The Team's Focus

Beyond the traditional business of furnishing credit reports for consumer lending, TransUnion provides clients with leading data, analytics and risk management solutions that help make efficient, informed and accurate decisions. We offer a broad array of solutions customized to each aspect of our clients' business: credit risk management, background investigations, marketing segmentation, fraud and ID management. We pride ourselves on our ability to bring innovative ideas and solutions to market, leveraging our extensive experience in credit data and analytics. Our team represents a dynamic blend of industry experience, risk management solutions and analytics expertise.

How You'll Contribute

• Responsible for achieving revenue quotas for large strategic, opportunity clients by hunting for new opportunities, client acquisitions, additional solution sales at enterprise or large sized clients
• Develop sales strategies to grow revenue from existing and new sales opportunities.
• Connect client accounts and new clients to TU's solutions with real impact and measurable results by developing business value analysis (e.g. ROI) and providing strategic advice.
• Participate in and/or ensure quality in customer engagements with the most strategic customers and deliver increased customer satisfaction and better opportunities for TU.
• Develops three-year strategic view of client base detailing transformational ideas.
• Owns the C-Suite relationship.
• Facilitates ideation, white boarding sessions to optimize share shift opportunities.
• Understands competitor awareness to maximize penetration in markets held by the competition and foster partnerships with new and existing customers.
• Understands client's financials to co-create effective strategies to identify opportunities.
• Uses prolonged silences and handles objections to seller advantage.
• Properly interprets verbal and physical cues to gauge customer reaction and interest.
• Diagnoses when customer is unclear and ensures comprehension.
• Establishes deep and effective relationships with all key clients due to credible and influential network.
• Acts consistently with the organizations values and ensures that words and actions are consistent.
• Understands TU workflow and value chain, understand internal client delivery processes in order to ensure C-Suite satisfaction.
• Creates opportunities to provide a unique or contrarian perspective during commercial conversations.
• Works with clients to understand CBI's and positions TU as a partner to jointly solve problems.
• Engages with clients in a manner that makes them feel they own the solution.
• Utilizes probing and questioning techniques to understand client context, client's strategic drivers and gaps to fix problems.
• Develops and implement solutions to assist clients.
• Has diverse commercial and deal structuring acumen.
• Develops sales tactic plans that caters for what is the action item and what are the results by when.
• Reviews client industry standards, follow industry trends.
• Management of pipeline opportunities to engage directly with partners and product management teams to close opportunities.
• Meets or exceeds monthly and yearly Sales Revenue and Gross Profit target goals.
• Maintains all customer records in Salesforce CRM database.
• Develops and manages a 30 day forecast and day pipeline within CRM.
• Provides weekly and monthly forecasts to management.
• Participates in marketing events such as seminars, trade shows, and webinar marketing events.
• Conducts early customer engagement and registering of opportunities with key vendor partners early in the sales cycle to get special pricing for developing the opportunity.

What You'll Bring

• Degree or Diploma with five to seven years of advanced consultative solution-selling experience.
• Proven history of meeting/exceeding yearly quotas.
• Demonstrated sales experience in selling data driven solutions.
• Must have the ability to present to "C" level audience.
• Focused, ambitious self-starter who exhibits attention to detail with excellent organizational skills.
• Eagerness to learn complex enterprise software and hardware solutions to enable successful development of sales opportunities.
• A team player capable of working within a collaborative environment and making contributions when appropriate.
• Experience in structuring large business deals with knowledge of different commercial constructs and how these can be used.
• Demonstrate outstanding analytical and problem solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies.
• Good negotiation skills
• Strategic Thinker
• Problem Solver
• Deep Industry knowledge /case studies and trend
• Influential network
• Hunter Skillset

What we offer

We aim high — and are reaching new heights every day. This is a terrific time to join our team as we build on our commitment to integrity, service, reliability and innovation. These values stand behind the decisions we make every day, as well as our relationships at work and with the clients we serve. We believe in the power to achieve and are taking it in bold new directions.

Who We Are

A global leader in credit information and information management services, TransUnion gives businesses, consumers and the global community the power to achieve their goals. Businesses count on us to better manage risk and customer relationships. Consumers are able to better manage credit to achieve their financial goals. And in communities around the world we help build strong economies and give people the power to achieve their dreams.

Exceptional opportunities are coming as we build on this strong foundation. Our ambitious growth strategy includes substantial new investment worldwide, a wide range of new solutions to help our customers succeed like never before, and new ideas for expanding our reach in every part of our dynamic and fast-moving industry. We're on an exciting journey and you can be a part of it.

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

For positions based in South Africa, preference will be given to suitably qualified candidates from designated groups in line with the company's Employment Equity plan and targets.

Please note only shortlisted candidates will be contacted.