Partner Account Manager (Mortgage) Sales & Client Success

FICO is a leading global analytics software company, helping businesses in 100+ countries make better decisions. The Partner Account Manager role focuses on establishing strategic partnerships and driving annual recurring revenue through collaboration with key lender clients.

Responsibilities:

• Own a portfolio of key/strategic partners, serving as the primary contact and trusted advisor to the account
• Establish and maintain strong relationships within key partner accounts to ensure alignment and drive mutual business outcomes
• Co-develop and execute joint go-to-market plans that drive revenue growth, adoption, and deepen market penetration
• Partner closely and collaborate with other B2B segments (MCM/CL/Auto) to understand their strategic goals and align the PAM goals to them
• Be a trusted advisor, both internally and externally, to drive the proper messaging and awareness for different solutions (i.e. UltraFICO/Plaid, DLP, 10T, etc.)
• Join meetings with team members from other segments to be the solution specialist for the strategic solutions owned by our team (UltraFICO, DLP, etc.)
• Has a deep understanding of the partner´s strategic direction, proactively identifying any expansion and growth opportunities, driving new score initiatives to the market
• Lead partner enablement by delivering training, sales tools, and product education that help partners effectively position and sell FICO Scores to their clients
• Collaborate with internal teams (marketing, product, analytics) to align partner needs to our innovations/roadmap
• Advocate for partners internally, capturing feedback and translating it into product improvements, new features, and differentiated solutions by vertical
• Negotiate and manage partner agreements, including renewals, expansions, and commercial terms, in coordination with internal teams (legal/finance)
• Maintain accurate client records and pipeline activities in CRM systems and track to KPI’s/KPM’s
• Monitor partner performance including revenue, pipeline, and market penetration; analyze data to surface insights and recommend actions to optimize growth
• Own the Strategic Business Plan development along w/ internal & external stakeholders and use as a living document to drive future growth and progress
• Stay current on the competitive landscape, regulatory changes, and industry trends to expertly help partners leverage FICO solutions to drive business outcomes
• Be the 'face of FICO' to strategic partners and the broader industry through client meetings, conferences, speaking engagements, and promotion of FICO initiatives

Requirements:

• Over 7 years experience in financial services with partner account management
• Excellent communication, organization, and follow‑up skills with a strong customer focus
• Comfort operating in a matrixed, cross‑functional environment
• Proven experience building strategic partnerships with lenders using a consultative approach, with demonstrated success engaging at the C-suite and executive level
• Established professional network of decision-makers and influencers within mortgage tri-merge reseller space
• Strong ability to listen actively to partner needs and translate complex technical capabilities into compelling business value propositions
• Excellent relationship management, project coordination, and follow-through capabilities with multiple stakeholder groups
• Ability to travel, depending on partner meeting schedules and industry events