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Team Overview
TransUnion Canada’s Sales team brings solution expertise to clients across the Canadian market. We partner with clients to understand their most important business challenges and apply TransUnion’s data, analytics and solutions to address them. Working closely with our sales, solution and analytics teams, we help clients make better decisions and achieve measurable results.
This is a remote position which may require occasional in-person attendance at work-related events at the discretion of management.
Role Overview And Core Responsibilities
The Business Development Executive, Identity & Fraud Sales will partner closely with our sales teams to drive growth and support complex sales opportunities in the identity and fraud space across Canada. You will work with customers to understand their challenges, demonstrate the value of our solutions and advance opportunities to a successful close.
Serve as an Identity & Fraud Sales Expert
Develop a strong understanding of the fraud and identity ecosystem, including common fraud typologies, emerging attack trends, prevention approaches, and how organizations detect and manage fraud risk.
Quickly build working knowledge of TransUnion’s Identity Verification and Fraud Prevention solutions, and position them within a client’s onboarding, decisioning and broader fraud strategy.
Stay current on fraud trends, regulatory developments and competitive offerings to clearly communicate TransUnion’s value.
Generate New Business Opportunities
Partner with sales teams to grow existing client relationships and help identify, develop and win new Identity & Fraud opportunities.
Work toward individual sales targets that support broader Fraud and Identity growth goals.
Support pipeline growth through accurate opportunity tracking and forecasting, while contributing to resource planning and prioritization.
Engage and Consult with Customers
Assist in leading discovery sessions with fraud, risk, operations and executive stakeholders to understand customer objectives and challenges, and help translate them into tailored solutions and defined use cases.
Support the development of business cases that demonstrate potential fraud loss reduction, improvements in false positives and customer friction, and overall ROI.
Assist with proof-of-concepts and retrospective studies, helping interpret results and develop clear customer recommendations.
Build relationships with key customer stakeholders and support engagement with senior decision-makers throughout the sales process.
Deliver Exceptional Sales Presentations
Lead compelling presentations, demonstrations, workshops and client engagements.
Clearly articulate solution functionality, performance and business benefits.
Adapt your style and approach to meet the needs of different audiences and buying groups.
Collaborate Across TransUnion
Bring in product, analytics and implementation partners for detailed design, data feasibility, testing and delivery as opportunities progress.
Partner with Market Development partners to identify new growth opportunities.
Gather and share market trends, competitor activity and customer feedback across Canadian financial services, fintech, insurance and diversified markets to inform sales strategy and product development.
Required Knowledge And Experiences
Bachelor’s degree or equivalent experience.
7 + years of experience in technical sales, pre-sales or account management, with domain expertise in digital fraud and identity.
Experience working in highly consultative, solution-based sales environments, preferred.
Expert-level knowledge of fraud and identity, including application and first-party fraud, synthetic identity, account takeover, KYC/AML and relevant regulatory expectations.
Proven track record of exceeding sales quotas and performance objectives.
Experience engaging and presenting confidently to senior stakeholders and decision-makers.
Strong written and verbal…