Key Account Manager
About The Position
FICO is seeking experienced Key Account Managers specializing in enterprise software sales within the financial services sector. This is a general posting to begin conversations with candidates for potential opportunities as they arise. The Key Account Manager leads a critical account for FICO, strengthening and expanding a marquee relationship with a global financial institution. As a senior member of the Sales organization, the role applies strategic, consultative selling expertise to help the client address business challenges with FICO’s analytics and decisioning technologies. The position focuses on delivering client outcomes, growing the account, and achieving sales targets. The role works across internal sales, product, delivery, and marketing teams to develop tailored enterprise solutions. It also represents client needs within FICO, advises the client on relevant industry trends, and positions FICO as a trusted partner. Travel of up to 50% is expected to support the client relationship.
Requirements
- Demonstrated success building and managing strategic relationships with senior executives, particularly at large financial institutions.
- A track record of structuring and closing complex, multi-million-dollar enterprise deals, including SaaS solutions that expand existing offerings or integrate into larger solution bundles.
- Deep familiarity with banking, credit risk, fraud prevention, account management, or consumer lending.
- Ability to craft and execute joint business plans aligned with client objectives and FICO’s strategic priorities.
- Strong presentation and communication skills, a willingness to learn and educate customers and colleagues, and a genuine interest in helping people succeed.
- Ability to maintain focus and effectiveness under pressure, adapt to change, and recover quickly from setbacks.
- Collaborative, team-oriented approach that draws on colleagues’ strengths.
- Ability to work autonomously, take initiative, and persist through complex opportunities and setbacks.
- Willingness to travel up to 50%.
- Bachelor’s degree in business, technology, or a related discipline, or equivalent commercial experience.
Nice To Haves
- Experience applying machine learning, artificial intelligence, decision management, or optimization technologies.
Responsibilities
- Build and nurture relationships with C-suite and senior client stakeholders to identify and address business challenges and demonstrate the value of FICO’s solutions.
- Collaborate with sales, product, delivery, and marketing teams to design enterprise-grade solutions that meet client needs and long-term strategies.
- Lead negotiations for multi-million-dollar contracts, seeking mutually beneficial outcomes and protecting and expanding FICO’s account footprint.
- Represent client needs within FICO and influence product roadmaps and solution strategies in response to evolving market demands.
- Develop and execute business plans to expand the account and support long-term profitability.
- Achieve quarterly and annual sales targets.
- Represent FICO as a trusted advisor, monitor industry trends, and position FICO as a partner for analytics and decisioning solutions.
- Travel to maintain a close client partnership and foster face-to-face interactions.
Benefits
- Competitive compensation, benefits, and rewards programs.
- Professional development and valuable learning experiences.
- Work/life balance.
- Employee resource groups.
- Social events.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
