Key Account Manager - Telco

FICO

7d • 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 drive FICO's expansion in the Canadian telecommunications market? Join us as we leverage 30+ years of proven decision management and AI expertise to transform how Canadian telcos execute digital transformation in credit, fraud detection, collections, marketing, and customer experience. Building on our strong relationship with one major Canadian carrier, this is an exciting opportunity to significantly expand our market share and establish FICO as the go-to decision management partner for Canadian telecommunications. As a key member of our Canada team, you'll help scale our industry-leading platform while achieving exceptional personal success." - VP & GM, FICO Canada and Growth Segments

Requirements

• 10+ years of enterprise software sales experience.
• Experience selling technology solutions that integrate with telco BSS, CRM, billing, or digital platforms.
• Background in selling decision management, analytics, AI, or digital transformation solutions.
• Strong relationship management and hunter mentality with proven success in account expansion and pipeline development.
• Comfortable managing $1M-$3M+ deal sizes with 6-18 month sales cycles.
• Executive presence and credibility with Canadian telecommunications industry leaders.
• Consultative selling approach using methodologies like MEDPIC, focused on business outcomes.
• Strong ability to orchestrate internal teams and align solutions with diverse stakeholder needs.
• Resilient, patient, and skilled in navigating complex organizational dynamics across multiple business functions.
• Highly coachable mindset: Persistence, Heart, and Desire for excellence.
• High IQ and EQ with exceptional analytical thinking and interpersonal skills.
• Bachelor's degree in business, technology, or equivalent experience.

Responsibilities

• Strategic Account role: Own and develop the entire Canadian telecommunications segment including the Big 3 carriers (Rogers, Bell, Telus) and regional players, leveraging existing relationships while building new opportunities.
• Sell FICO's decision management platform into Canadian telcos' BSS, CRM, billing, digital transformation, and AI initiatives.
• Lead complex, multi-stakeholder sales cycles involving Heads of Credit, Collections, Fraud, Marketing, Digital Transformation, Cloud Adoption, and AI/Data teams.
• Develop and maintain trusted relationships with VP and C-level decision-makers across Canadian telecommunications.
• Coordinate closely with platform experts, domain specialists, technical presales, and delivery teams to ensure seamless client experiences.
• Navigate complex pricing negotiations and contract discussions across long sales cycles (6-18 months) while addressing integration requirements.
• Drive $1M-$3M+ enterprise deals that increase decision agility and reduce IT dependency.

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