Hong Kong, Wing Kiu Building, Nathan Rd, Yau Ma Tei, Hong Kong
What We'll Bring: This role holds overall accountability for the sales and revenue for indirect channels for TransUnion's direct to consumer services business. You will be responsible for the multiple revenue streams that comprise the channel. You are expected to operate at a strategic, tactical and operational level, where your market knowledge and professional networks will help you drive required outcomes. Ensuring you provide great leadership by effectively leveraging, managing and developing a small sales team will be key in the roles success. In addition, you will be responsible for providing oversight and client expectation management related to solution delivery as well as channel operations.
As the sales leader, you will be required to drive indirect business development by identifying opportunities and engaging these through leveraging TransUnion's existing client base and sales networks as well as targeting prospective new clients. You will be expected to drive and support opportunity development and through your knowledge and expertise of the indirect solution offerings. Being able to lead sales engagements of multi-disciplinary and cross divisional teams will also be required. Building trust and performing ongoing client relationship management, is central to the long term success of the role.
Your ability to perform consultative and solution based selling, as well as clearly identifying and articulating real business value in relation to a client's critical business drivers, will be key. You will be required to match a client's needs to TransUnion's products and services, and work closely with sales support and SMEs to define viable solutions sets. Deriving and negotiating win-win commercials and outcomes for TransUnion and it clients will be critical to the roles success. In addition, providing oversight and helping to manage client expectations regarding solution implementation and roll-out will be important in converting sales into revenue.
Your success will ultimately be measured against sales and revenue goals for both yourself, your team and the overall indirect channel. What You'll Bring:
10+ years experience, Bachelor's degree preferred
Ability to select, develop, and coach team to achieve sales objectives
Proven track record of aggressively growing a business in terms of sales and revenue generation
Ability to leverage networks and platforms to identify, engage and acquire new clients
Excellent communication and negotiation skills
Ability to effectively interact with senior executives
Financial acumen and ability to develop and communicate sales strategies
Proven ability to build trusted relationships based on knowledge and support of the client
Advanced knowledge of solution and consultative selling concepts and skills
Deep industry knowledge and networks
Impact You'll Make:
Build Client Relationships
Leverage own and TransUnion networks to engage and establish new client relationships.
Build an understanding of current client engagements, relationships & their broader business context.
Understand key client & business performance metrics which impact engagements and relationships.
Build trust and credibility with clients while managing expectations throughout the lifecycle.
Ensure ongoing and periodic client engagement, reviews and management.
Keep client commitments and act consistently with the TransUnion's values.
Strategy and Planning
Participate in and support strategic planning and sales activities.
Develop tactical and operational sales and account plans to support strategic objectives.
Develop and execute on go-to-market plans and align these to sales and revenue goals.
Understand the competitor landscape, capabilities and products in relation to TransUnion.
Understand key trends, challenges and opportunities within relevant clients and market segments.
Sales & Pipeline Management
Drive, support and play an active role in sales activities for the team, against defined plans.
Collaborate with, and support other sales teams in driving the indirect channel agenda.
Coordinate, help prepare and participate in key sales engagement activities, presentations and events.
Ensure the sales pipeline is up to date and reflective of the current opportunity set.
Provides sales and revenue forecasts and identifies revenue gaps with corresponding mitigations.
Manage prioritization of opportunities and resources to optimise closure rates.
Ensure sales collateral is up to date and reflective of current solutions and market trends.
Business Development & Solution Selling
Identify opportunities at existing as well as prospective clients
Understand the client's business needs in context of their technical and operating environment.
Identify relevant TransUnion product and service offerings in relation to the client's needs and context, as well as the value to the client.
Collaborate with sales support and SMEs to build out a solution which maximises client value.
Clearly and concisely define and communicate the proposed solution, how it would work, and the benefits derived for the client.
Iteratively work through solutions with the client until an agreement is reached.
Commercials and Negotiation
Gain a deep understanding of the client's business needs, constraints and objectives in order to inform an optimal commercial and pricing structure.
Prepares commercial and pricing terms based on the client's requirements, while adhering to established legal, regulatory and pricing standards and processes
Present and manage complex commercial offers and contract negotiations, leveraging internal resources as needed.
Leverage relationships and engagement multiple stakeholder across the client organisation to inform and drive a successful commercial outcome for both the client and TransUnion.
Implementation and Operational Oversight
Ensure that key internal solution delivery stakeholders are involved and aligned to solutions proposed to clients.
Ensure any solution risks, issues and constraints are captured, and where appropriate, adequately managed at a legal and commercial level.
Initiate and support client vetting and compliance standards and processes, as required.
Ensure that client implementations and roll-outs are handed over to the solution delivery team and prioritised as appropriate.
Keep updated on all client implementations and ensure progress is communicated regularly to clients and expectations are managed
Ensure you stay up to date on key operational performance metrics as well as risks and issues, related to the partner channel. Ensure these are prioritised internally and managed with your clients as appropriate.
Manage Internal Stakeholders
Provide leadership by effectively leveraging, managing and developing your sales team.
Define, compile and present management reporting as required by leadership.
Participate in and contribute to regional as well as global governance structures and forums.
Collaborate with and manage stakeholders across the organisation as the role requires.
Information is a powerful thing, and we believe in using Information for Good. And the right information—analyzed by experienced people—can help all of us learn from the past, navigate the present and predict the future.
We operate with the belief that information can help advance our industry, facilitate commerce and ultimately increase the standard of living for consumers around the world. Because when businesses and consumers have access to more complete and multidimensional information, they can make more informed decisions and achieve great things.