Key Account Manager - Insurance

FICO

6d • Remote

About The Position

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 fulfill your career potential! The Opportunity "Ready to elevate your career at FICO - the industry leader in Decision Intelligence named by Gartner, IDC and Forrester? Join us as we leverage 60+ years of proven analytics and AI expertise to transform how P&C and life insurers execute business strategy automation in underwriting, claims, fraud detection, and risk management. Building on decades of success with industry-leading insurance clients, this is an exciting opportunity to significantly expand our market share and establish FICO as the go-to digital strategy execution partner for insurance. As a key member of our Insurance Sales team, you'll help scale our top-rated and analyst-acclaimed solutions while achieving exceptional personal success." - VP, Sales

Requirements

• 5-12+ years of enterprise sales experience specifically in insurance technology solutions.
• Experience selling insurance policy admin systems or software that integrates with enterprise insurance platforms.
• Background in selling digital transformation, data analytics, or cloud platforms to insurers.
• Insurance technology ecosystem experience strongly preferred - experience with platforms such as Guidewire, Duck Creek, Majesco, or Sapiens.
• Sales experience with system integrator partners (Cognizant, Capgemini, Accenture, EY, Deloitte, Infosys).
• Comfortable managing $1M-$5M+ deal sizes with 6-18 month sales cycles.
• Strong hunter mentality with proven success in pipeline development and territory expansion.
• Location: Northeast US preferred, home office environment with regular travel expected
• Executive presence and credibility with insurance industry leaders.
• Consultative, value-based selling approach focused on business outcomes.
• Strong storytelling ability around loss ratio improvement, expense ratio optimization, and speed to market.
• Resilient, patient, and politically savvy in navigating complex organizational dynamics.
• Coachable mindset with exceptional drive and commitment to excellence.
• Bachelor's degree in business, technology, or equivalent enterprise software sales experience.

Responsibilities

• Proactively identify, develop and own a pipeline of P&C and Life insurer accounts within your assigned US territory.
• Drive new business development and territory expansion through strategic prospecting and relationship building.
• Sell FICO's enterprise platform and AI solutions into insurers' core systems, digital transformation, and data initiatives.
• Lead complex, multi-stakeholder sales cycles involving IT, business, underwriting, claims, actuarial, and procurement teams.
• Develop and maintain trusted relationships with C-suite executives and VP-level decision-makers.
• Coordinate closely with pre-sales, delivery, and partner teams to ensure seamless client experiences.
• Navigate RFPs, complex pricing negotiations, and contract discussions across long sales cycles (6-18 months).
• Drive $1M-$5M+ enterprise deals that deliver measurable business outcomes.

Benefits

• 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 recognized for doing so.
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level