Key Account Management - Partner / Sr Partner

FICO; Sydney; On-site; AUD 180,000 - 240,000; Full time

Job summary

FICO is seeking a Senior Role - Key Account Management - Partner / Sr Partner to lead a marquee client account in Australia. You will own strategic relationships with C-suite stakeholders and drive multi-million-dollar SaaS deals, aligning with FICO’s analytics and decisioning technologies.

The role demands proven leadership, collaboration across sales and delivery teams, and willingness to travel up to 50% to maintain a close client partnership and deliver exceptional outcomes.

Qualifications

• Proven senior-level experience with strategic relationships in large financial institutions.
• Track record of closing multi-million-dollar deals, including SaaS offerings.
• Deep knowledge of banking, credit risk, fraud prevention, or consumer lending.
• Ability to craft joint business plans and drive account growth.

Responsibilities

• Build and nurture relationships with C-suite stakeholders to uncover critical business challenges.
• Collaborate with sales, product, delivery, and marketing to design tailored solutions.
• Lead high-stakes negotiations for multi-million-dollar contracts.
• Advocate for the client to influence product roadmaps and strategies.
• Develop and execute business plans to drive account expansion and profitability.
• Represent FICO as a trusted advisor and stay ahead of market trends.

Skills

Strategic leadership

Executive relationships

Enterprise sales

SaaS experience

Industry knowledge

Job description

Role - Key Account Management - Partner / Sr Partner (Director / Sr Director equivalent)

Reporting to - Ross McGown (VP based in Sydney)

The Opportunity

"Are you ready to take your sales career to the next level by leading one of FICO’s most critical client accounts? This role is your chance to lead a cornerstone account for a global leader in analytics and decisioning technology. You’ll have the opportunity to shape the future of a premier client’s business while achieving significant personal and professional growth. With over 60 years of consistent growth, FICO’s world-class solutions empower thousands of businesses worldwide to make smarter fraud, risk, and customer management decisions. As a senior member of our Sales organization, you will leverage your deep expertise, strategic acumen, and consultative-selling prowess to strengthen and expand a marquee client relationship. This is not just another sales role—it’s an opportunity to make a significant impact by partnering with a global financial institution to address their most urgent challenges with FICO’s advanced technologies. If you’re a results-driven, senior-level professional with a passion for delivering innovative solutions and driving exceptional outcomes, we want to hear from you.

What You’ll Contribute

• Strategic Leadership: 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 at every turn.
• Solution Innovation: Collaborate with internal teams across sales, product, delivery, and marketing to design tailored, enterprise-grade solutions that align with client needs and long-term strategies.
• Complex Deal Structuring: Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO’s footprint within the account.
• Client Advocacy: Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands.
• Business Growth: 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.
• Market Leadership: 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.

What We’re Seeking

• 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.
• Resiliency: 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.

Our Offer to You

• 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.