Key account manager (partner/sr.partner) - saas sales, banking/bfsi

FICO · Mumbai, 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%.