Director, LATAM Fraud Product
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What We'll Bring:
At TransUnion, we are dedicated to finding ways information can be used to help people make better and smarter decisions. As a trusted provider of global information solutions, our mission is to help people around the world access the opportunities that lead to a higher quality of life, by helping organizations optimize their risk-based decisions and enabling consumers to understand and manage their personal information. Because when people have access to more complete and multidimensional information, they can make more informed decisions and achieve great things.Every day TransUnion offers our employees the tools and resources they need to find ways information can be used in diverse ways. Whether it is helping businesses better manage risk, providing better insights so a consumer can qualify for his first mortgage or working with law enforcement to make neighborhoods safer, we are improving the quality of life for individuals, families, communities and local economies around the world.
What You'll Bring:
- Bachelor’s degree in Business, Engineering or a related field.
- A minimum of 10+ years of experience in Product Management for banking/fintech solutions, with at least 4+ years at the managerial level.
- Proven experience in leading transformation initiatives focused on the growth of business.
- Experience in a client-facing capacity, such as presales consultant or client solution architect, is highly preferred.
- Specialization 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.
- Solid knowledge and understanding of the credit and fintech 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.
- Expert knowledge of fraud, identity and financial crime industry best practice, regulations, regulators, innovations, and 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.
- Initiative-taking, able to work independently and as part of the Fraud & ID Business Unit and through a variety of TransUnion internal Business Units.
- Strong problem-solving and data-driven decision-making.
- Ability to manage multiple tasks at one time.
- Travel required.
Impact You'll Make:
This Director, LATAM Fraud Product 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.
Key Responsibilities:
- 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.
- Work 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 innovative 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.
- Manage/Influence 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 optimization 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.
- 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 prioritize Go-to- Market and develop pipeline.
- Provide ideas, thoughts, and concepts under ‘innovation’ where TransUnion may be well placed to provide solutions and services to meet specific client needs.
- Monitor and analyze product key performance indicators, customer feedback, and the competitive landscape to identify gaps, weaknesses, and opportunities in any part of the product delivery.
- Identify new products that best serve the needs of our customers. Ensuring organization actively gathers competitive intelligence and market research to utilize product portfolio strategy.
- Serve as a fraud & risk subject matter expert, translating client CBIs into solution discussions that drive product adoption, performance, and sales enablement.
- Deliver product expertise to clients and enable Sales through webinars, industry speaking engagements, and strategic partner relationships to capture and apply market intelligence.
- Meet annual revenue targets by overseeing the Fraud and ID Solutions pipeline across APAC. 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.
- Establish pricing and acceptable margins for products in region, to 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.
- Lead, shape, implement, and share the product strategy throughout the organization.
TransUnion Job Title
Director, Pre-Sale Technical Consulting
