Key Account Manager - Emerging Markets KAM

FICO is a leading global analytics software company, helping businesses in 100+ countries make better decisions. They are seeking a Key Account Manager for Emerging Markets to lead a critical client account, focusing on strategic leadership, solution innovation, and complex deal structuring. The role involves building relationships with senior stakeholders and driving business growth through tailored solutions and comprehensive business plans.

Responsibilities:

• 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
• 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
• Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO’s footprint within the account
• Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands
• 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
• 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