Key Account Manager - Emerging Markets KAM

About the role

FICO is a leading analytics software company that helps businesses make better decisions. This role involves leading a critical client account for a global leader in analytics and decisioning technology.

Responsibilities

• Build and nurture relationships with C-suite and senior client stakeholders to uncover and address their most critical business challenges, demonstrating the value of FICO’s solutions.
• Collaborate with internal teams to design tailored, enterprise-grade solutions that align with client needs and long-term strategies.
• Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO’s footprint within the account.
• Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands.
• Develop and execute comprehensive business plans that drive account expansion and long-term profitability, while achieving quarterly and annual sales targets with significant upside potential.
• Represent FICO as a trusted advisor, staying ahead of industry trends and positioning the company as the go-to partner for advanced analytics and decisioning solutions.

Requirements

• Proven Senior-Level Experience: Demonstrated success in building and managing strategic relationships with senior executives, particularly within large financial institutions.
• Enterprise Solution Sales Expertise: A track record of structuring and closing complex, multi-million-dollar deals, including SaaS-based solutions that expand existing offerings or integrate into larger solution bundles.
• Industry Knowledge: Deep familiarity with banking, credit risk, fraud prevention, account management, or consumer lending. Experience in applying technologies such as machine learning, AI, decision management, and optimization is highly desirable.
• Strategic Vision and Execution: Ability to craft and execute joint business plans that align with client objectives and FICO’s strategic priorities.
• Growth Mindset: A Passion to learn and educate customers and FICO colleagues through presentations, and conversations.
• Strong Soft Skills, and a Genuine Interest in People and a Desire to Help Them Be Wildly Successful.
• Resilience: Able to maintain focus and effectiveness under pressure, adaptable to change, and recover quickly from setbacks.
• Collaborative Leadership: A team-oriented mindset that values collaboration and leverages the collective strengths of colleagues to deliver exceptional results.
• Travel Flexibility: Willingness to travel up to 50% to maintain a close partnership with the client and foster meaningful, face-to-face interactions.

Qualifications

• Bachelor’s degree in business, technology, or a related discipline, or equivalent commercial experience.

Skills

• Strategic Selling
• Client Relationship Management
• Complex Deal Negotiation
• Market Analysis
• Product Roadmap Influence
• Customer Education

Benefits

• Highly competitive compensation, benefits and rewards programs.
• An engaging, people-first work environment.
• Work/life balance, employee resource groups, and social events.

Pay

The targeted base pay range for this role is: $80,500 to $126,500.

Schedule

Flexible schedule to accommodate travel requirements.