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 fulfil your career potential!

The Opportunity

This is a fantastic opportunity to join a growth mindset organisation who is looking to further advance our Land and Expand Platform strategy across the Financial Services segment. The role consists of owning and managing a potential mix of existing and prospect accounts, with a plan made up of ACV, revenue (existing and new in-year) and KPMs. The role can vary from completely net new ACV opportunities/use cases to the migration of legacy on-premises FICO technology onto the FICO Platform. FICO's world-class Decision Intelligence Platform provides tremendous value across the customer lifecycle, making smarter customer level decisions, at hyper scale with low latency, at the right time for any given decision that needs to be made. This is adopted by hundreds of clients globally so therefore gives you a huge opportunity for success and growth.

What You Will Contribute

• Adopt the 'FICO Way of Selling' to drive success in your allocated accounts
• Work with customers to understand their strategic priorities in Lending and Banking across the lifecycle
• Build relationships with senior client stakeholders in Business and Technology; identifying pain points, quantifying the problem and orchestrating the right FICO team to solve those issues
• 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 across wider-internal FICO teams including Platform SSE team (overlay pursuit team) Finance, Legal and Professional Services to shape a cohesive sales effort
• Manage, track and optimise sales quota and activity to targets, with significant earnings upside when targets are exceeded

What We Are Seeking

• Successful performance in a SaaS sales role with evidence of selling complex, enterprise software solutions in Financial Services
• Strong track-record building relationships and a collaborative style of working
• Grit and determination to work hard under tight deadlines and thrive in high pressure situations
• Familiarity with the sales qualification methodology 'MEDDPICC' or equivalent
• An understanding of Financial Services business and technology challenges
• Experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is also a positive but not mandatory
• A Passion to learn and educate customers through presentations and conversations with strong soft skills
• Ability to travel up to 40% of business week as we need to be with our customers
• Bachelor's degree and/or experience developed in work environments.

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
• A sales team driven by an ethos of learn, earn and have fun
• 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 recognised for doing so
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie

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!

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.