Account Director - Telco & Media

About this role

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Team Overview
The Media and Telecommunications team is focused on expanding TransUnion’s presence across media markets, including social media, video and music streaming, publishing, traditional media, paid content and advertising. The team also supports growth within the telecommunications portfolio by developing new client relationships and increasing the adoption of TransUnion’s data, analytics, fraud, identity and risk capabilities. The Account Director – Telco & Media reports to Head of Utilities & Telco.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
We’re looking for a Strategic Account Director to join our growing team as we look to expand into Media Markets: social media, content / video streaming, music streaming, publishers, traditional, paid-for and potentially advertising.
This role is primarily geared towards a Senior New Business hunter to make industry buyer connections, understand client CBI’s, gather Voice of Customer (VOC) to help TransUnion with proposition building and ultimately drive new business growth in the Media space. There is also an ambition to grow the client base within our Telecommunications portfolio which again will be powered by net-new business wins with logos not currently engaged with us. There may also be a requirement to manage, protect and grow existing recurring revenue within our wider client base.

Day to Day You’ll Be:

• Develop and convert new-business opportunities across target Media and Telecommunications organisations, building relationships with relevant buyer groups and senior decision-makers.

• Establish trusted partnerships with stakeholders across Know Your Customer (KYC), fraud and identity, age verification, digital, marketing, credit risk, customer experience, product, procurement and C-suite functions.

• Position TransUnion as a long-term strategic partner by aligning its capabilities with client needs, market developments, regulatory priorities and measurable business outcomes.

• Gather and represent the Voice of the Customer (VOC), ensuring client priorities inform proposition development, product investment, service delivery and innovation.

• Identify white-space, cross-sell, upsell and net-new opportunities across TransUnion’s products, services and Lines of Business (LOBs).

• Co-create innovation projects, proofs of concept and pilots with senior stakeholders, with a focus on delivering measurable Return on Investment (ROI).

• Own revenue performance across the assigned portfolio, including new-business growth, renewals, profitability, protection of existing recurring revenue and sustainable account growth.

• Lead negotiations for new solutions, contract renewals and extensions, including multi-year and multi-million-pound commercial agreements.

• Maintain territory and account plans, manage pipeline activity and forecasting, provide leadership reporting, and coordinate cross-functional teams to deliver client outcomes and support sector growth.

Required Knowledge And Experiences

• Demonstrable success in a high-performing new-business sales role, with experience creating senior-level relationships and converting complex opportunities into sustainable revenue.

• Strong commercial acumen and experience negotiating or managing multi-million-pound, multi-year contracts as either a buyer or supplier.

• Proven ability to collaborate with internal business units to understand client challenges and develop strategic, consultative solutions.

• Excellent stakeholder-management and influencing skills, including the credibility to engage senior executives and C-suite decision-makers.

• Willingness and ability to travel up to 50% of the time, according to the requirements of the role.

Required Technical Skills

• Proficiency in Salesforce for opportunity, pipeline, territory and account management.

• Proficiency with standard Microsoft Office applications.

• Ability to develop and maintain robust pipeline forecasts, territory plans and executive account-performance reporting.

• Working knowledge of data, analytics, fraud, identity and credit-risk solutions sufficient to align capabilities with client priorities.

Measures of Success

• Achievement of agreed new-business, recurring-revenue, renewal and portfolio-growth targets.

• Delivery against agreed activity measures for prospecting, discovery calls, client meetings, Quarterly Business Reviews (QBRs) and pipeline creation.

• Creation of a high-quality pipeline and progress toward the stated target win rate of approximately 40%.

• Development of broad, senior stakeholder relationships across target organisations.

• Increased adoption of TransUnion solutions across multiple business lines.

• Client satisfaction and advocacy, measured through Net Promoter Score (NPS) or an equivalent measure.

• Meaningful contribution to TransUnion’s Media and Telecommunications sector-growth strategy

What’s in it for you?
At TransUnion you will be joining a friendly, forward thinking global business. As well as an excellent salary and bonus scheme or commission scheme (if joining our sales teams) our benefits package comes with:

• 26 days annual leave and bank holidays (increasing with service)

• Global paid wellness days off and a bonus day off to celebrate your birthday

• A generous contributory pension scheme and access to the TransUnion Employee Stock Purchase Plan

• Private health care and a variety of physical, mental and financial fitness wellbeing programmes such as access to mindfulness tools

• Access to our diversity forums and communities so you can get involved in causes close to your heart

TransUnion – a place to grow:
If there’s something on the list of essential or desirable skills that you can’t quite tick off, don’t let that stop you from applying. We are open to exploring training and…