Key Account Manager - Sr Associate Partner

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

"Are you looking for a career in sales where the company you represent truly believes in delighting its customers and where the solutions you’re selling reflect cutting-edge, market leading technologies? With more than 60 years of stable growth, FICO’s world-class analytic solutions support smarter fraud, risk and customer management decisions for thousands of businesses worldwide. As a highly valued member of the Client Sales team, you will leverage your knowledge, exceptional relationship skills and proven consultative-selling abilities to achieve success. This role is focused on selling enterprise software solutions into tier one banks." - Hiring Manager

What You’ll Contribute

• Build trusted relationships with senior stakeholders to uncover strategic business challenges and align FICO’s value.

• Shape high-impact solution opportunities by collaborating across product, pre-sales, delivery, and marketing teams.

• Develop strategic account plans and lead complex deal negotiations to drive a growing pipeline of high-value opportunities.

• Structure and close multi-product, enterprise SaaS deals that protect and expand existing relationships.

• Ensure client success post-sale by working cross-functionally to deliver high-quality outcomes and long-term satisfaction.

• Provide market insight that helps shape product roadmaps and go-to-market strategies.

• Own quarterly and annual revenue targets, with significant upside for high performers.

What We’re Seeking

• We are seeking a results-driven Key Account Manager to manage strategic enterprise accounts and drive revenue growth through deep customer alignment, structured qualification, and value-based selling.

• This role requires a high-performance sales professional with a proven track record in complex, multi-stakeholder sales cycles and a strong grasp of MEDDICC or MEDDPICC methodology.

• Minimum 5 years of experience selling enterprise solutions to tier one and large banking clients.

• Quota-carrying experience in enterprise B2B software sales or related complex solution environments.

• Demonstrated success managing 6–18+ month sales cycles with $1M–$3M+ ACV deals.

• A Bachelor’s degree in a business or science-based discipline, or equivalent experience developed in a commercial environment. More importantly, we are looking for candidates to demonstrate a curious mind with high IQ and EQ.

• Ability to build now, near, and future joint-business plans with key customers or prospects. Demonstrated ability to craft and sell multi-million-dollar client value propositions to C-suite executives. Direct experience in selling SaaS solutions that significantly expand the footprint of existing offerings or bundle products into a broader solution sale.

• A passion to work hard under tight deadlines and a penchant for thriving in high-pressure situations.

• Ability to deliver high-quality account plans, territory strategies, and Quarterly Business Reviews.

• Knowledge or experience in Consumer Lending, Credit Risk, Account Management, Retail Banking, and Fraud is a plus. However, the ability to learn—driven by curiosity and intelligence—is more important.

• Deep interest in, or experience with, both the technical and business applications of data, behavioral profiles, decision management, orchestration, Machine Learning, Artificial Intelligence, and simulation in SaaS offerings.

• Excellent communication, negotiation, and presentation skills.

• Ability to travel as needed (up to 50%)  to engage with customers and internal staff.

Our Offer to You

• 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.

• The targeted base pay range for this role is: $91,000 to $143,000 with this range reflecting differences in candidate knowledge, skills and experience.

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Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics.  You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

•    Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.

•    Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.

•    Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career.  Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy