Key Account Manager

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 a proven 'New Business Hunter' who thrives on breaking into new accounts and building enterprise relationships from scratch? FICO's flagship SaaS offering, the FICO Platform, supports smarter credit lifecycle 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 new logo acquisition abilities to achieve success in the Automotive Finance, Insurance, and Telecommunications sectors across EMEA." – Hiring Manager.

What You'll Contribute

• Adopt the 'FICO Way of Selling' to drive success and build relationships with senior client stakeholders in Automotive Finance, Insurance, and Telco sectors to gain insights into their most urgent business problems while articulating FICO Platform's capabilities.
• Research and shape industry specific solution opportunities through collaborative engagement with internal sales, product, delivery, and marketing experts to formulate and effectively position FICO Platform proposals.
• Generate and qualify your own pipeline through strategic prospecting, driving end-to-end new business acquisition with deal values of £250k-£500k+ ACV.
• Create comprehensive client business plans and engage in complex deal negotiation across 9-18 month sales cycles to build a stable, growing pipeline of current and future business opportunities.
• Engage in complex deal structuring and negotiation efforts designed to win new logos against SaaS competitors and industry-specific point solutions.
• Position FICO Platform's composable, scalable, and reusable architecture as a competitive differentiator that provides clients with full business control to develop multiple use cases.
• Ensure your clients are delighted with solutions purchased and FICO's quality of service, to create win-win relationships that are long-term, expanding, and profitable.
• Manage your sales to quarterly and annual targets, with significant earnings upside when you exceed your targets.

What We're Seeking

• Demonstrated success in structuring and selling complex SaaS, enterprise solutions to new clients in the Automotive Finance, Insurance or Telecommunications sector.
• Experience of winning new business across the UK, Germany, and broader EMEA region.
• Proven experience in building relationships with senior clients combining your understanding of the client's industry and shared business challenges along with your knowledge of FICO Platform solutions.
• Self-motivated prospector who generates pipeline through own efforts with demonstrable track record of consistently hitting/exceeding new business quotas.
• Experience managing 9-18 month enterprise sales cycles with deal values of £200k+ ACV in competitive environments.
• A collaborative style with experience engaging a diverse group of internal colleagues including SDRs, Platform Pre-Sales Engineers, and domain specialists to articulate a truly compelling client value proposition.

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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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

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.

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