Key Account Manager - Sr Associate Partner

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 data intelligence platform helps organizations make faster, smarter decisions across fraud prevention, credit risk, and customer engagement. By combining advanced analytics, AI, and decision automation, our platform empowers clients to solve complex problems with precision and scale. 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." - Hiring Manager

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: $91,000 to $143,000 with this range reflecting differenc