Key Account Manager

Role Overview

• Strategic Leadership: Build and nurture relationships with C-suite and senior client stakeholders to uncover and address their most critical business challenges, demonstrating the value of FICO’s solutions at every turn.
• Solution Innovation: Collaborate with internal teams across sales, product, delivery, and marketing to design tailored, enterprise-grade solutions that align with client needs and long-term strategies.
• Complex Deal Structuring: Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO’s footprint within the account.
• Client Advocacy: Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands.
• Business Growth: Develop and execute comprehensive business plans that drive account expansion and long-term profitability, while achieving quarterly and annual sales targets with significant upside potential.
• Market Leadership: Represent FICO as a trusted advisor, staying ahead of industry trends and positioning the company as the go-to partner for advanced analytics and decisioning solutions.

Requirements

• Proven Senior-Level Experience: Demonstrated success in building and managing strategic relationships with senior executives, particularly within large financial institutions.
• Enterprise Solution Sales Expertise: A track record of structuring and closing complex, multi-million-dollar deals, including SaaS-based solutions that expand existing offerings or integrate into larger solution bundles.
• Industry Knowledge: Deep familiarity with banking, credit risk, fraud prevention, account management, or consumer lending. Experience in applying technologies such as machine learning, AI, decision management, and optimization is highly desirable.
• Strategic Vision and Execution: Ability to craft and execute joint business plans that align with client objectives and FICO’s strategic priorities.
• Growth Mindset: A Passion to learn and educate customers and FICO colleagues through presentations, and conversations.
• Strong soft skills, and a genuine interest in people and a desire to help them be wildly successful.
• Resiliency: Able to maintain focus and effectiveness under pressure, adaptable to change, and recover quickly from setbacks.
• Collaborative Leadership: A team-oriented mindset that values collaboration and leverages the collective strengths of colleagues to deliver exceptional results.
• Travel Flexibility: Willingness to travel up to 50% to maintain a close partnership with the client and foster meaningful, face-to-face interactions.
• Educational Foundation: Bachelor’s degree in business, technology, or a related discipline, or equivalent commercial experience.

Benefits

• Highly competitive compensation, benefits and rewards programs
• Work/life balance
• Employee resource groups
• Social events to promote interaction and camaraderie.