Key Account Manager - Associate Partner

FICO: Empowering Global Decision-Making with Cutting-Edge Analytics

FICO, a renowned global analytics software company, is seeking a driven and accomplished sales professional to join its esteemed Client Sales team. With a presence in over 100 countries, FICO empowers businesses to make smarter, data-driven decisions. This role presents an exceptional opportunity for individuals eager to advance their careers within a dynamic and innovative environment, contributing to the success of FICO's flagship SaaS offering, the FICO Platform.

The Opportunity: A New Business Hunter's Dream Role

Are you a seasoned "New Business Hunter" with a passion for forging new enterprise relationships and driving significant revenue growth? FICO is looking for individuals who excel at penetrating new accounts and establishing strong, long-lasting connections. In this pivotal role, you will focus on the lucrative Automotive Finance, Insurance, and Telecommunications sectors across the EMEA region. Leveraging your industry knowledge, exceptional relationship-building skills, and proven new logo acquisition abilities, you will be instrumental in driving the adoption of the FICO Platform, a powerful solution for smarter credit lifecycle and customer management decisions.

What You'll Contribute: Driving Value and Building Partnerships

• Master the 'FICO Way of Selling': Become an expert in FICO's proven sales methodology, focusing on building rapport and understanding the critical business challenges faced by senior stakeholders in your target industries.
• Articulate Compelling Solutions: Clearly communicate the value and capabilities of the FICO Platform, demonstrating how it addresses urgent client needs.
• Shape Industry-Specific Opportunities: Collaborate closely with internal sales, product, delivery, and marketing experts to identify and develop tailored solutions, crafting and positioning winning proposals.
• Generate and Qualify Pipeline: Proactively build your sales pipeline through strategic prospecting, owning the end-to-end new business acquisition process for deals valued at £250k-£500k+ ACV.
• Strategic Planning and Negotiation: Develop comprehensive client business plans and engage in complex deal negotiations across 9-18 month sales cycles, ensuring a robust pipeline of current and future business.
• Win Against Competition: Skillfully navigate complex deal structures and negotiations to secure new logos against SaaS competitors and industry-specific point solutions.
• Highlight Differentiators: Position the FICO Platform's composable, scalable, and reusable architecture as a key competitive advantage, empowering clients with full business control to develop multiple use cases.
• Foster Long-Term Relationships: Ensure client satisfaction with purchased solutions and FICO's quality of service, cultivating win-win relationships that are long-term, expandable, and profitable.
• Achieve and Exceed Targets: Manage your sales performance against quarterly and annual targets, with significant opportunities for substantial earnings upside when you exceed expectations.

What We're Seeking: Your Profile for Success

• Proven Enterprise SaaS Sales Experience: Demonstrated success in structuring and selling complex SaaS and enterprise solutions to new clients within the Automotive Finance, Insurance, or Telecommunications sectors is essential.
• EMEA Market Acumen: Experience in winning new business across the UK, Germany, and the broader EMEA region is highly valued.
• Senior Client Relationship Building: A track record of successfully building and nurturing relationships with senior clients, combining deep industry understanding with a strong knowledge of FICO Platform solutions.
• Self-Motivated Prospector: A proactive individual who consistently generates pipeline through their own efforts and has a demonstrable history of hitting or exceeding new business quotas.
• Complex Sales Cycle Management: Experience managing enterprise sales cycles of 9-18 months with deal values of £200k+ ACV in competitive landscapes.
• Collaborative Team Player: A collaborative approach, with experience engaging diverse internal teams including SDRs, Platform Pre-Sales Engineers, and domain specialists to deliver a compelling client value proposition.

Our Offer to You: A Rewarding Career at FICO

• Impactful Work: Play a crucial role in a company that is a leader in Big Data analytics, a rapidly growing field. You'll contribute to FICO's mission of helping businesses improve every decision they make through advancements in AI, machine learning, and optimization.
• Professional Development: FICO fosters a culture of continuous learning and growth. You'll have opportunities to leverage your unique strengths, participate in valuable learning experiences, and develop your career within a supportive environment.
• Competitive Rewards: Enjoy a highly competitive compensation package, comprehensive benefits, and rewarding programs designed to recognize and encourage your best performance.
• Inclusive Culture: Join an inclusive culture that strongly reflects FICO's core values: Act Like an Owner, Delight Our Customers, and Earn the Respect of Others.
• People-First Environment: Experience an engaging, people-first work environment that prioritizes work-life balance. Benefit from employee resource groups and social events designed to promote interaction and camaraderie.

Why Make a Move to FICO?

FICO's impact on the global business landscape is profound. From revolutionizing credit scoring (used by 90 of the top 100 US lenders) to protecting billions of payment cards with advanced fraud detection systems, FICO solutions are integral to modern commerce. As digital transformation accelerates, the demand for FICO's innovative solutions continues to soar, solidifying its position among the world's top software companies. FICO thrives on the talent of its employees, fostering a diverse and inclusive environment that nurtures collaboration and innovation. At FICO, you'll find the support you need to develop your skills and grow your career, with the freedom to make a real difference.

Join FICO and help shape the future of business decision-making.