Scores Client Services - Director (Business Development - FICO Scores)

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 90+ countries make better decisions. Join our world-class team today and fulfill your career potential!

The Opportunity

"If you’re looking for your next opportunity to make a meaningful business impact, bring your client engagement, solution consulting, and business development/sales skills and expertise to FICO’s Scores business.  FICO’s Scores unit is home to the worlds #1 credit bureau score – the FICO® Score – which powers over 10 billion decisions each year, is relied upon by 70,000+ businesses, is used by rating agencies and secondary market to improve risk assessment and transparency and is a key component of how US consumers measure their credit health." - Vice President, Scores Client Services.

What You’ll Contribute

• Identify new potential customers/clients, develop and present proposals, negotiate terms, and drive deals to closure, collaborating with FICO Scores legal, product management, and finance teams.

• Develop and manage prospect pipeline, track status, provide status updates on regular basis to internal management.

• Resolve client/solution contractual issues and blocks to sales process.

• Cultivate and maintain effective working and trusted advisor relationships with a variety of client stakeholders, including C-Level credit risk and marketing executives, operational management, strategic project managers, vendor sourcing, senior staff members, and operations analysts.

• Manage a large number of client projects involving significant client interaction.

• Meet with clients, provide timely responses to questions, and proactively ask questions to understand needs, requests and desired outcomes.

• Provide functional and technical advice to clients.

• Research and shape potential solution opportunities through collaborative engagement with peers, team leaders, and clients to formulate and effectively position solution proposals.

• Communicate relevant information effectively to diverse audiences and translate subject matter terminology into business terms and recommend alternatives to target clients’ senior management and project/product managers.

• Lead discussions about FICO® Score products in a variety of settings, including client sessions, internal meetings and industry events.

• Successfully resolve client support issues, leveraging internal tools and processes as the first step of handling a client issue and formulating new approaches as needed to achieve positive outcomes for FICO and the client.

• May provide project oversight and/or direct supervisory role to other team members.

• Make recommendations for improving efficiency, effectiveness, and results.

• Travel as required, with up to 40% of time spent outside of the office for client meetings and events as we need to know our customers and their aspirations intimately to truly make a difference. May be required to work outside of normal business hours and travel on weekends.

• Support creation of thought leadership white papers, executive briefings and industry symposium presentations and perform strategic reviews of marketing materials and promotional materials for industry solutions.

• Provide executive interaction support or speak at industry trade shows, conferences and seminars.

• Manage sales to quarterly and annual targets.

What We're Seeking

• Multiple years of consultative selling expertise, coupled with the ability to structure and sell complex software solutions to clients in financial services/banking.

• Track record of growing sales, new customer acquisition, sourcing clients and driving end-to-end deals.  Relentless focus on execution with a track record of driving to deliver against targets. 

• Strong domain knowledge in banking and the broader financial services aspects of other industries, including client business problems involving credit risk management. FICO product knowledge is a plus.

• Ability to effectively listen to clients and understand their business needs and challenges.

• Excellent customer service, organizational and follow-up skills, successfully managing to an action plan.

• Demonstrated history of delivering high quality customer experiences, with frequent requests by customers to help with their issues.

• Consistently a top performer, evidenced by regular over achievement of internal targets around customer satisfaction and responsiveness.

• Attention to detail with sound reasoning and problem-solving skills and logical thinking while also having the ability to see the big picture.

• Proven experience with