Platform Sales, New Business Executive

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

FICO is growing our talented and successful Global Platform Sales team based in EMEA. The FICO Platform Solution Sales Executives (SSEs) are an overlay sales role responsible for FICO’s flagship SaaS offering, the FICO Platform. Partnering with Key Account Managers (KAMs) as well as Technical & Industry Pre-Sales, they’re a crucial part of the go-to-market (GTM) team. Each SSE carries a sales quota for a dedicated set of Enterprise Accounts and is responsible for driving initial adoption (Land) and/or the continued growth (Expand) of FICO Platform. Building relationships, discovering and resolving pain, and inspiring our customers on decision intelligence across their enterprise with FICO Platform are key factors in becoming a successful SSE.

What You’ll Contribute

• Adopt the ‘FICO Way of Selling’ to drive success in your region and GTM team.
• Work with customers to understand their strategic priorities in Lending and Banking across the lifecycle.
• Share expertise and thought leadership in Decisioning, Analytics, & Optimization within Financial Services.
• Build relationships with senior client stakeholders in Business and Technology.
• Research and shape potential solution opportunities through collaborative engagement with the GTM team to formulate and effectively position solution proposals.
• Collaborate across wider-internal FICO teams including Global Solution Architecture, Product Development, Finance and Professional Services to shape a cohesive sales effort.
• Work with the largest and most advanced Financial Institutions and Partners in your region.
• Manage, track and optimise sales quota activity to targets, with significant earnings upside when targets are exceeded.

What We’re Seeking

• Successful performance in a SaaS sales role with evidence of selling complex, enterprise software solutions in financial services a plus.
• Strong track-record building relationships and a collaborative style of working.
• Accountability and determination to deliver success.
• Familiarity with the sales qualification methodology ‘MEDDPICC’ is a nice to have.
• An understanding of Financial Services business and technology challenges.
• 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.
• Experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is also a plus.
• A Passion to learn and educate customers and FICO colleagues through presentations and conversations with strong soft skills.
• Ability to travel up to 50% 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.
• 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.

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(R) 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.