Key Account Manager - Telco

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!

The Opportunity

" Ready to drive FICO's expansion in the Canadian telecommunications market? Join us as we leverage 30+ years of proven decision management and AI expertise to transform how Canadian telcos execute digital transformation in credit, fraud detection, collections, marketing, and customer experience. Building on our strong relationship with one major Canadian carrier, this is an exciting opportunity to significantly expand our market share and establish FICO as the go-to decision management partner for Canadian telecommunications. As a key member of our Canada team, you'll help scale our industry-leading platform while achieving exceptional personal success."  - VP & GM, FICO Canada and Growth Segments

What You’ll Contribute

• Strategic Account role: Own and develop the entire Canadian telecommunications segment including the Big 3 carriers (Rogers, Bell, Telus) and regional players, leveraging existing relationships while building new opportunities. 

• Sell FICO's decision management platform into Canadian telcos' BSS, CRM, billing, digital transformation, and AI initiatives. 

• Lead complex, multi-stakeholder sales cycles involving Heads of Credit, Collections, Fraud, Marketing, Digital Transformation, Cloud Adoption, and AI/Data teams. 

• Develop and maintain trusted relationships with VP and C-level decision-makers across Canadian telecommunications. 

• Coordinate closely with platform experts, domain specialists, technical presales, and delivery teams to ensure seamless client experiences. 

• Navigate complex pricing negotiations and contract discussions across long sales cycles (6-18 months) while addressing integration requirements. 

• Drive $1M-$3M+ enterprise deals that increase decision agility and reduce IT dependency. 

What We’re Seeking

• 10+ years of enterprise software sales experience.

• Experience selling technology solutions that integrate with telco BSS, CRM, billing, or digital platforms. 

• Background in selling decision management, analytics, AI, or digital transformation solutions. 

• Strong relationship management and hunter mentality with proven success in account expansion and pipeline development. 

• Comfortable managing $1M-$3M+ deal sizes with 6-18 month sales cycles. 

• Location: Toronto area preferred, home office environment with regular travel expected. 

• Executive presence and credibility with Canadian telecommunications industry leaders. 

• Consultative selling approach using methodologies like MEDPIC, focused on business outcomes. 

• Strong ability to orchestrate internal teams and align solutions with diverse stakeholder needs. 

• Resilient, patient, and skilled in navigating complex organizational dynamics across multiple business functions. 

• Highly coachable mindset: Persistence, Heart, and Desire for excellence. 

• High IQ and EQ with exceptional analytical thinking and interpersonal skills. 

• Bachelor's degree in business, technology, or equivalent experience. 

Our Offer to You 

• An inclusive culture strongly reflecting our core values:  Act Like an Owner, Delight Our Customers and Earn the Respect of Others.

• The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.

• Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.

• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.

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Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics.  You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

•    Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.

•    Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

•    Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career.  Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy