Key Account Manager – Associate Partner

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September 20

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FICO

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Finance • Artificial Intelligence • SaaS

FICO is a leading analytics and software company renowned for its FICO® Score, a tool widely used by lenders to assess credit risk. The company offers a comprehensive platform that leverages data, AI, and machine learning to power intelligent decision-making and customer engagement across various industries. FICO's solutions span fraud detection, credit scoring, and customer lifecycle management, making it vital to sectors such as finance and telecommunications. Its innovative products help businesses optimize outcomes through real-time analytics, business composability, and scenario management.

1001 - 5000 employees

Founded 1956

💸 Finance

🤖 Artificial Intelligence

☁️ SaaS

📋 Description

• Adopt the ‘FICO Way of Selling’ to drive success and build relationships with senior client stakeholders in Automotive Finance, Insurance, and Telco sectors. • 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 for multiple use cases. • Ensure clients are delighted with solutions purchased and FICO's quality of service to create long-term, expanding, and profitable relationships. • Manage sales to quarterly and annual targets, with significant earnings upside when you exceed your targets.

🎯 Requirements

• 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.

🏖️ Benefits

• 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. • Work from Home / flexible working arrangement (role listed as Work from Home, United Kingdom).