Key Account Manager

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

"Are you looking for a career in sales where the company you represent truly believes in delighting its customers and where the solutions you’re selling reflect cutting-edge, market leading technologies? With more than 60 years of stable growth, FICO’s world-class analytic solutions support smarter fraud, risk and customer management decisions for thousands of businesses worldwide. As a highly valued member of the Client Sales team, you will leverage your knowledge, exceptional relationship skills and proven consultative-selling abilities to achieve success. This role is focused on selling enterprise software solutions into banks, credit unions and financial institutions." - VP, Sales

What You’ll Contribute

• Build relationships with senior client stakeholders to gain insights into their most urgent business problems while articulating FICO’s capabilities.

• Research and shape potential solution opportunities through collaborative engagement with internal sales, product, delivery and marketing experts to formulate and effectively position solution proposals.

• Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.

• Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.

• Ensure your clients are delighted with solutions purchased and FICO’s quality of service, to create win-win relationships that are long-term, expanding and profitable.

• Collaborate with Product Development, Product Marketing, Pre-Sales and Delivery to shape the future direction of our solution road-maps based upon market needs.

• Manage your sales to quarterly and annual targets, with significant earnings upside when you exceed your targets.

What We’re Seeking

• A Bachelor’s degree in a business or science-based discipline, or equivalent experience developed in a commercial environment.

• Proven experience in building relationships with senior clients combining your understanding of the client’s industry and shared business challenges along with your knowledge of FICO’s solutions.

• Demonstrated success structuring and selling complex, enterprise solutions to Banking clients.

• Ability to build now, near and future joint-business plans with key customer or prospects. Demonstrated ability to craft and sell multi-million-dollar client value propositions to “C-suite” executives. Direct experience in selling SaaS solutions which either significantly expands the footprint of existing solution offerings or bundle products into a larger solution sale.

• A Passion to work hard under tight deadlines and a pension for thriving in high pressure situations.

• Knowledge or experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is also a plus.

• Have a deep interest in, and or experience in both the technical and business use of data, behavioral profiles, decision management, orchestration, Machine Learning, Artificial Intelligence, Simulation, and Optimization in SaaS offerings.

• A Collaborative style of working where the strengths of teammates are celebrated and the whole team is greater than the sum of its players.

• Ability to travel up to 50% of business week as we need to know our customers and their aspirations intimately to truly make difference.

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.

• The targeted base pay range for this role is: $105,000 to $165,000 with this range reflecting differences in candidate knowledge, skills and experience.
   

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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