Domain Pre Sales - Sr Consultant (Fraud Prevention)

FICO; Melbourne; On-site; AUD 140,000 - 210,000; Full time

Job summary

FICO in Melbourne seeks a Business Partner in Domain Risk Pre-Sales to identify and cultivate opportunities around credit and fraud risk. You will translate client challenges into compelling, credible solutions and drive revenue by expanding FICO Platform capabilities with the ANZ sales team.

You will partner with clients on discovery sessions, develop proposals, and lead deal structuring. A strong background in credit/fraud risk and executive-level communication is essential, with up to 50%

Qualifications

• Experience in credit and/or fraud risk management.
• Proven ability to engage C-suite stakeholders and translate insights into business impact.
• Sales experience working with vendors and managing complex deals.
• Strong understanding of risk management lifecycle across credit and fraud domains.

Responsibilities

• Identify and cultivate opportunities related to credit and fraud risk.
• Develop proposals and business cases demonstrating value.
• Lead deal structuring and negotiations with internal teams.
• Contribute to go-to-market strategy and market sizing.
• Support PoC/PoV engagements as a risk SME.

Skills

Executive communication

Presentation skills

C-suite engagement

Negotiation

Sales experience

Vendor experience

Project leadership

Risk management

Tools

CRM software

PowerPoint

Excel

Job description

As a Business Partner in our Domain Risk Pre-Sales unit, you'll identify and cultivate new opportunities related to credit and fraud risk, combining deep business knowledge across both domains with a consultative, solutions-based approach to selling. This role focuses on building new revenue streams through the expansion of FICO Platform capabilities, working closely with the ANZ sales team to translate client business challenges into compelling and credible solutions.

What You’ll Contribute

• Partner with clients on discovery and scoping sessions to uncover business challenges and growth opportunities, then develop proposals and business cases that demonstrate value.
• Contribute to client account plans and lead deal structuring and negotiations, working with internal teams to shape and position solutions that protect existing business and win new deals.
• Contribute to go-to-market strategy and market sizing, tracking industry trends and maintaining a strong grasp of our products and the competitive landscape.
• Support innovation workshops, quarterly business reviews, and PoC/PoV engagements, acting as a credit and fraud risk subject matter expert for financial services, insurance, retail, and telecommunications clients.
• Apply your knowledge of the risk management lifecycle, including originations, customer management, fraud, collections, and digital transformation, to build platform demos with Key Account Managers, Solution Sales Executives, and Platform Presales teams.
• Develop strategic plans, proposals, business cases, and executive presentations, tailoring content for audiences ranging from technical teams to C-level executives.
• Build FICO Platform brand awareness and thought leadership through social media, case studies, blogs, white papers, webinars, and event presentations.
• Up to 50% travel across the ANZ region

What We’re Seeking

• Exceptional executive-level communication and presentation skills, with a proven ability to engage C-suite stakeholders, boards, and senior leadership, translating complex business insights and technical detail into business impact, ROI, and actionable strategy across strategic planning documents, proposals, and business cases.
• Experience in credit and/or fraud risk management, with a proven track record of achieving meaningful loss reduction and/or customer experience improvements, complemented by sales experience as a vendor and demonstrated project leadership and results orientation.
• Comprehensive understanding of the risk management lifecycle across the entire customer journey, with senior-level expertise across multiple credit and fraud risk domains including originations, transactional/payment fraud, online/mobile banking fraud, application fraud, first party fraud, customer management, and collections.
• Extensive experience working with payment processors, payment gateways, payment networks, issuers, and acquirers, including authorization flows, real-time decisioning, and processor, gateway, and network-specific operating models.
• End-user knowledge of credit and fraud risk management solutions, authorization systems, authentication solutions, loan origination systems, and other decision management platforms.