Key Account Management

About the job

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 tier one banks."
- 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

• We are seeking a results-driven Key Account Manager to manage strategic enterprise accounts and drive revenue growth through deep customer alignment, structured qualification, and value-based selling.
• This role requires a high-performance sales professional with a proven track record in complex, multi-stakeholder sales cycles and a strong grasp of MEDDICC or MEDDPICC methodology
• Proven track record of selling enterprise solutions to tier one banking clients.
• Quota-carrying experience in enterprise B2B software sales or related complex solution environments.
• Demonstrated success managing 6–18+ month sales cycles with $1M–$3M+ ACV deals.
• A Bachelor's degree in a business or science-based discipline, or equivalent experience developed in a commercial environment. More importantly we are looking for candidates to demonstrate a curious mind with high IQ and EQ.
• 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 to identify and align with customer business initiatives, economic buyers, and decision criteria.
• 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.
• Ability to navigate complex procurement and legal processes while maintaining deal momentum.
• Deliver high-quality account plans, territory strategies, and Quarterly Business Reviews.
• Knowledge or experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is a plus. However more important is the ability to learn driven by curiosity and intelligence.
• Have a deep interest in, and or experience in both the technical and business use of data, behavioural profiles, decision management, orchestration, Machine Learning, Artificial Intelligence and simulation 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.
• Comfortable being accountable and pushing back internally or externally when needed.
• Excellent communication, negotiation, and presentation skills.
• CRM proficiency (Salesforce preferred).
• Coachable with a growth mindset and high EQ.
• Passionate about continuous learning and sales mastery.
• Ability to travel as regularly as required in a business week as we need to know our customers and their aspirations intimately to truly make difference. Attending FICO World in the US annually is also a key part of exposing our clients to our global client base and best practices.

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 negotiable for the right candidate.

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 – Applied Intelligence. You'll play a part in our commitment to help businesses use the power of analytics to apply intelligence across the customer lifecycle, using advances in artificial intelligence, machine learning, optimisation, and much more.

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

• FICO Software — FICO Software is used by thousands of the worlds top financial institutions including all the major banks in Australia.
• Fraud Detection and Security — billions of payment globally are protected by FICO fraud systems with fraud consortiums across scams and fraud worldwide.
• Lending — 75% of US mortgages & 50% of UK mortgages are approved leveraging FICO in the decision.

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

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, colour, 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.