Key Account Manager (Partner/Sr.Partner) - SaaS Sales, Banking/BFSI

FICO · India

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 65 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." - Hiring Manager

What You’ll Contribute

• Build relationships with senior client stakeholders to gain insights into their most urgent business problems while articulating FICO’s capabilities.
• Research and shape potential solution opportunities through collaborative engagement with internal sales, product, delivery and marketing experts to formulate and effectively position solution proposals.
• 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 with Product Development, Product Marketing, Pre-Sales and Delivery to shape the future direction of our solution roadmaps based upon market needs.
• Manage your sales to quarterly and annual targets, with significant earnings upside when you exceed your targets.

What We’re Seeking

• A bachelor’s degree in a business or science-based discipline, or equivalent experience developed in a commercial environment
• 15+ years of 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’s solutions.
• Demonstrated success structuring and selling complex, enterprise solutions to large financial services/banking clients.
• Experience in a consulting environment will be viewed favorably.
• A collaborative style with experience engaging a diverse group of internal colleagues to articulate a truly compelling client value proposition.
• Ability to travel 25-50%.