Sales & Client Success Strategic Account Manager – Mortgage

🕒 Julho 9

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FICO

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 1956

💼 Consultoria

🛡️ Seguros

🏥 Saúde

Consulting • Insurance • Healthcare

FICO é uma empresa líder em analytics e software, reconhecida pelo FICO® Score, uma ferramenta amplamente utilizada por credores para avaliar o risco de crédito. A empresa oferece uma plataforma abrangente que aproveita dados, IA e machine learning para impulsionar a tomada de decisões inteligentes e o engajamento de clientes em diversos setores. As soluções da FICO abrangem detecção de fraudes, credit scoring e gestão do ciclo de vida do cliente, tornando-a vital para segmentos como serviços financeiros e telecomunicações. Seus produtos inovadores ajudam as empresas a otimizar resultados por meio de analytics em tempo real, composabilidade de negócios e gestão de cenários.

Descrição

• Manage and develop a territory of top US mortgage lenders driving adoption and performance of FICO’s direct license program • Promote adoption of FICO’s latest best in class mortgage analytics such as FICO Score 10T, UltraFICO and FSMS • Maintain a sales pipeline within the CRM system tracking performance to ensure we achieve established KPIs/KPMs • Develop coaches and champions across the enterprise by articulating the value of FICO analytics to originators, capital markets, risk, analytics and technology teams within your client accounts • Conduct executive-level presentations and client consultations to demonstrate ROI, competitive advantages, and positioning of FICO scores across various mortgage products and origination cycles • Develop comprehensive account plans to maximize revenue opportunities and identify cross-sell/up-sell initiatives in collaboration with sales executives • Lead seamless onboarding processes for new mortgage originators adopting FICO products, establishing success metrics and monitoring initial adoption against KPMs • As part of a matrix sales organization leverage FICO experts in your sales engagement across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations • Conduct regular business reviews to assess performance against client objectives, review transactional activity, and communicate material changes to internal teams • Understand lender origination volumes, market position, strategic initiatives, and contractual levers to identify revenue growth opportunities • Serve as escalation point for technical issues and service delivery concerns while supporting change management initiatives to ensure positive client experience • Showcase new product features from releases and capture client requests for integration into product roadmap development • Attend industry networking events and trade shows to expand FICO's presence within the mortgage market • Track market trends, competitor activities, and industry regulations, relaying strategic insights to team and broader FICO organization • Identify new opportunities for FICO scores within various stages of the mortgage origination cycle and present findings to clients • Stay current on mortgage industry regulations, products, and best practices through ongoing education and professional development.

🎯 Requisitos

• Five+ years of experience in analytics, software, data and/or financial services sales. • Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred. • Proven track record of executive-level engagement and consultative selling within the mortgage origination ecosystem, with the ability to communicate ROI and competitive positioning to senior stakeholders. • Experience developing account plans, identifying cross-sell and upsell opportunities, and driving revenue growth in a matrixed, collaborative sales environment. • Outstanding executive presence with superior communication, negotiation, and relationship management capabilities. • Strategic thinking combined with tactical execution skills and proven ability to drive results in matrix organizations. • Ability to travel 25% to 35% for partner meetings, industry conferences, and strategic planning sessions.

🏖️ Benefícios

• An inclusive culture that strongly reflects 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.