Director, Market Strategy
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Team Overview
The Utility & Energy Strategic Planning team is responsible for driving growth, market expansion, and commercialization initiatives across the Utility and Energy sectors. The team partners closely with Sales, Solutions, Marketing, FP&A, Product, and Delivery teams to identify market opportunities, accelerate revenue growth, and strengthen TransUnion's position in the industry. This role reports directly to the Senior Vice President, Strategic Planning. 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.
Role Overview and Core Responsibilities
- Lead the development and execution of Utility & Energy growth strategies by translating market priorities into actionable commercial plans that drive pipeline creation, revenue growth, and market expansion.
- Identify, assess, and advance strategic opportunities across Utility & Energy segments, including target-account activation, whitespace capture, buyer mapping, and opportunity progression management.
- Partner with Sales leadership to establish account prioritization strategies, monitor opportunity advancement, and improve pipeline conversion across key strategic accounts.
- Deliver seller enablement programs, account activation plans, and commercialization strategies that support revenue attainment and market penetration objectives.
- Track and communicate key performance indicators, including whitespace progression, pipeline influence, commercialization milestones, and revenue performance to inform business decisions and investment priorities.
- Lead the design and execution of Customer Advisory Boards and industry engagement initiatives to validate market demand, identify solution opportunities, and generate pipeline growth.
- Gather, analyze, and synthesize customer, market, regulatory, and competitive intelligence to inform strategic planning, investment priorities, and go-to-market execution.
- Build and maintain executive-level relationships with customers, prospects, partners, and industry stakeholders to expand market influence and accelerate growth opportunities.
- Serve as a senior business development leader for complex strategic opportunities, including business case development, commercial positioning, executive engagement, and deal progression.
- Lead development of Utility & Energy components of the annual and multi-year strategic planning process, including market sizing, initiative prioritization, competitive positioning, and growth objectives.
Required Knowledge and Experiences
- 10+ years of market development, business development, strategic planning, or commercial leadership experience within the Utility and/or Energy sectors, with demonstrated success driving revenue growth and market expansion.
- Deep knowledge of Utility and Energy market dynamics, customer buying processes, industry trends, competitive landscapes, and regulatory considerations, with the ability to translate insights into business strategy.
- Proven experience converting market opportunities into commercial outcomes through target-account strategies, whitespace identification, pipeline development, partner engagement, and revenue realization.
- Strong executive stakeholder management skills with demonstrated success influencing decision-makers, shaping complex opportunities, and leading cross-functional initiatives in highly matrixed organizations.
- Bachelor's degree in Business, Marketing, Finance, Economics, Engineering, or a related field, or equivalent professional experience. MBA preferred.
Required Technical Skills
- Strategic planning and market-sizing methodologies to evaluate growth opportunities, prioritize investments, and support long-term business planning.
- Pipeline, revenue, and performance analysis using CRM and business intelligence tools to measure commercial effectiveness and opportunity progression.
- Financial modeling and business case development to support investment decisions, commercialization strategies, and complex deal structures.
- Advanced presentation and executive communication skills using Microsoft PowerPoint, Excel, and related business productivity tools.
- Data analysis and market intelligence research capabilities to synthesize customer, competitive, and industry insights into actionable strategies.
We're also looking for the preferred skills below. Whether you are proficient or could use some brushing up, we're happy to support your career development and growth in:
- Experience leading Customer Advisor
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