Pre Sales

7 days ago

Melbourne, Victoria, Australia FICO Full time
Opportunity BackgroundFICO (

NYSE:
FICO)


is a leading global analytics software company, helping businesses in 90+ countries make better decisions with our best-in-class FICO Platform.

Our company is one of the fastest growing US stocks in the past 10 years and has recently entered the S&P 500.

Come join us if you would like to work for the market leaderA major part of our continued growth has been the FICO SaaS Platform which has been adopted by many of our blue-chip clients in Australia & New Zealand to transform their credit and fraud risk functions across the complete customer life cycle.

Our platform allows our customers to rapidly develop, deploy and manage AI decisioning.

This, coupled with our world leading capability in transactional data analytics for credit risk, hardship, fraud and scam detection puts the FICO Platform in a different class to our competitors.

We are looking for a consultative sales business development executive to operate in Australia to engage with the largest organisations in financial services, telco, insurance and energy to drive transformation in their originations, fraud, customer management, collections and pricing teams.

The Key Account Manager will grow the business and ensure our customers are realising the expected value from their implementations.


Role Background:


We are open to candidates from a sales background who are used to talking about complex software solutions or people from pre sales who feel they have the sales skills and account management skills to be successful in a sales role.

We have both types operating successfully today.

Ideally the candidate would possess deep industry knowledge of Consumer Banking and Financial Services as many of our clients are in that space – however credit risk, fraud and decisioning across industries is our more general focus.

Candidates in the role would apply their expertise to engage with prospective and existing clients using a solutions-based, consultative-selling approach to deliver client outcomes with revenue and sales growth.

The major goal is to focus on retention of existing clients and the current revenue streams and building new revenue streams on the FICO SaaS Platform.

The role includes collaborating with clients and FICO teams to research, shape, and drive solution engagements from identification to close for new and existing accounts.

By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions.


Responsibilities:
Focused on the largest financial services, telco, energy and insurance companies in Australia.
Identifies and translates client based needs into compelling solutions (via pre-sales) that drive tangible and significant client value (ROI). Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities.

Actively engages in and pursues the direct sale of FICO solutions to drive towards the successful negotiation and close of assigned business.

Generates, qualifies and converts new leads through networking and prospecting and executing sales campaigns at existing accounts and in new territories.

Serves as the senior relationship executive for an account managing both client and virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver client satisfaction and revenue growth.

Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.
Acts as a representative of FICO at industry conferences and association meetings.

Maintains in-depth knowledge of FICO solutions/product offeringsDesired Skills and Experience:Proven track record of complex software sales including ability to discuss an appropriate level of technical detail and architecture before having to rely on technical presales.

Possesses domain expertise and executive relationships in banking and financial services preferably with an emphasis in the technology, credit risk and decision science arena.

Domain expertise in credit risk across the customer life cycle – application & transactional fraud risk also very valuable.
Strong understanding of transaction-based, SaaS and cloud based solution offering.
Good understanding and experience in digital banking including digital onboarding, customer management, collections and fraud desirable.
Ability to craft compelling a comprehensive client business plan. Demonstrated ability to craft and sell multi-million dollar client value propositions to "C-suite" executives.

Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale.

Ability to identify new business opportunities – primarily within existing or named accounts.

Expert understanding of market trends and specific needs/issues of target clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO product/service solutions.

Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.

Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team.

Strong problem-solving and influencing skills. Ability to close deals with the highest possible value proposition.

Excellent communication, professional presentation and process/organizational skills, as well as strong creative orientation and the ability to craft innovative solutions.

Strong executive presence and professional image. Proven ability to work with clients from senior executives down to lower level team members.
Experience creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction.

Able to apply a disciplined sales structure to complex deals with varying close cyclesAbility to travel significantly to see our clients within Australia with 1 or 2 trips a year to the US for global team members and FICO World.

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