Key Account Management-Partner

3 months ago

Mumbai, India FICO Full time

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

“Client Partners combine deep industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to deliver client-based revenue and sales growth. The major goal is to focus on retention of existing clients and the current revenue streams and building new revenue streams. This role includes collaborating with client and virtual teams to research, shape, and drive solution engagements from identification to close at both new and existing accounts. By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions.” – Sr. Director, Country Account Management

What You'll Contribute 

  • Will focus on the sales of FICO software tools and applications. 
  • Serves as the senior relationship executive for a country’s accounts managing both client and virtual teams including sales, pre-sales, technology, and PS delivery groups to deliver client satisfaction and revenue growth.
  • Actively engages in and pursues the direct sale of FICO solutions to drive towards the successful negotiation and close of assigned business.
  • Generates, qualifies and converts new leads through networking and prospecting and executing sales campaigns at existing accounts and in new territories.
  • Identifies and translates client-based needs into compelling solutions (via pre-sales) that drive tangible and significant client value (ROI).  Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities.
  • Works with Product Management to productize some portion of custom work that is repeatable and has IP that may be packaged in the form of a product.
  • Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.
  • Acts as a representative of FICO at industry conferences and association meetings.
  • Maintains in-depth knowledge of FICO assigned solution/product offerings.

What We’re Seeking

  • Possesses deep consultative selling experience and executive relationships in banking and financial services preferably with an emphasis in the technology or decision science arena. Strong understanding of transaction-based, gain share solution design and pricing strategies. Alternatively, we are open to candidates with domain expertise in credit risk.
  • Ability to craft compelling a comprehensive client business plan. Demonstrated ability to craft and sell multi-million-dollar client value propositions to “C-suite” executives. Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale.
  • Proven success in identifying new business opportunities.
  • Expert understanding of market trends and specific needs/issues of target clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO product/service solutions.
  • Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.
  • Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team. Strong problem-solving and influencing skills. Ability to close deals with the highest possible value proposition.
  • Excellent communication, professional presentation and process/organizational skills, as well as strong creative orientation and the ability to craft innovative solutions.
  • Strong executive presence and professional image.
  • Experience creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction.
  • Able to apply a disciplined sales structure to complex deals with varying close cycles.
  • Ability to travel significantly (>50%).
  • A minimum of seven years working in an enterprise sales environment.
  • A minimum of five years working within the financial services industry specifically on software solutions.

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.

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