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
This is a fantastic opportunity to join a growth mindset organisation who is looking to further advance our Land and Expand Platform strategy across the Financial Services segment. The role consists of owning and managing a potential mix of existing and prospect accounts, with a plan made up of ACV, revenue (existing and new in-year) and KPMs. The role can vary from completely net new ACV opportunities / use cases to the migration of legacy on-premises FICO technology onto the FICO Platform. FICO’s world-class Decision Intelligence Platform provides tremendous value across the customer lifecycle, making smarter customer level decisions, at hyper scale with low latency, at the right time for any given decision that needs to be made. This is adopted by hundreds of clients globally so therefore gives you a huge opportunity for success and growth. As a highly valued member of the Key Account Management team, you will leverage your knowledge, exceptional relationship skills and proven consultative selling abilities to achieve success." - Hiring Manager
What You Will Contribute
Adopt the ‘FICO Way of Selling’ to drive success in your allocated accounts
Work with customers to understand their strategic priorities in Lending and Banking across the lifecycle
Build relationships with senior client stakeholders in Business and Technology; identifying pain points, quantifying the problem and orchestrating the right FICO team to solve those issues
Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities
Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals
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
Collaborate across wider-internal FICO teams including Platform SSE team (overlay pursuit team) Finance, Legal and Professional Services to shape a cohesive sales effort
Manage, track and optimise sales quota and activity to targets, with significant earnings upside when targets are exceeded
What We Are Seeking
Successful performance in a SaaS sales role with evidence of selling complex, enterprise software solutions in Financial Services
Strong track-record building relationships and a collaborative style of working
Grit and determination to work hard under tight deadlines and thrive in high pressure situations
Familiarity with the sales qualification methodology ‘MEDDPICC’ or equivalent
An understanding of Financial Services business and technology challenges
Experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is also a positive but not mandatory
A Passion to learn and educate customers through presentations and conversations with strong soft skills
Ability to travel up to 40% of business week as we need to be with our customers
Bachelor’s degree and, or experience developed in work environments.
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
A sales team driven by an ethos of learn, earn and have fun
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 recognised for doing so
An engaging, people-first work environment offering work / life balance, employee resource groups, and social events to promote interaction and camaraderie
Key Account Manager • Work from Home, Spain
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