Key Account Manager

FICO; United Kingdom; On-site; GBP 50,000 - 80,000; Full time

Job summary

A leading global analytics software company seeks a Sales Professional for their Financial Services segment. This role involves engaging with key stakeholders, managing accounts, and driving SaaS sales to help clients optimize their operations. Join a dynamic team dedicated to fostering long-term client relationships and achieving success in a collaborative environment.

Benefits

Competitive compensation

Benefits and rewards programs

Inclusive culture and core values

Work/life balance initiatives

Engaging work environment

Qualifications

• Proven success in SaaS sales for financial services.
• Understanding of Financial Services business and technology challenges.
• Experience in Consumer Lending, Credit Risk, and Retail Banking is a plus.

Responsibilities

• Engage with customers to understand their strategic priorities.
• Build relationships with senior client stakeholders.
• Manage and optimize sales quotas and activities.

Skills

SaaS sales

relationship-building

soft skills

collaborative working style

Education

Bachelor’s degree or equivalent work experience

Job description

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FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!

The Opportunity

"This is a fantastic opportunity to join a growth mindset organisation that is looking to further advance our Land and Expand Platform strategy across the Financial Services segment. The role involves owning and managing a mix of existing and prospect accounts, with plans based on ACV, revenue (existing and new in-year), and KPIs. It can range from developing entirely new ACV opportunities and use cases to migrating legacy on-premises FICO technology onto the FICO Platform. FICO’s Decision Intelligence Platform provides tremendous value across the customer lifecycle, enabling smarter customer decisions at hyper scale with low latency. This platform is adopted by hundreds of clients globally, offering you significant opportunities for success and growth. As a key member of the Key Account Management team, you will leverage your knowledge, relationship skills, and consultative selling abilities to drive success." - Hiring Manager

What You Will Contribute

• Adopt the ‘FICO Way of Selling’ to succeed in your assigned accounts
• Engage with customers to understand their strategic priorities in Lending and Banking throughout the lifecycle
• Build relationships with senior client stakeholders in Business and Technology; identify pain points, quantify problems, and coordinate the right FICO team to address these issues
• Create comprehensive client business plans and participate in complex deal negotiations to build a stable, growing pipeline of current and future opportunities
• Engage in complex deal structuring and negotiations to protect existing business and secure new deals
• Ensure client satisfaction with solutions and FICO’s service quality to foster long-term, profitable relationships
• Collaborate with internal teams including Platform SSE, Finance, Legal, and Professional Services to coordinate sales efforts
• Manage and optimize sales quotas and activities, with significant earnings potential when exceeding targets

What We Are Seeking

• Proven success in SaaS sales, especially selling complex enterprise software in Financial Services
• Strong relationship-building skills and a collaborative working style
• Grit and determination to perform under tight deadlines and high-pressure situations
• Familiarity with sales methodologies like ‘MEDDPICC’ or similar
• Understanding of Financial Services business and technology challenges
• Experience in Consumer Lending, Credit Risk, Account Management, Retail Banking, and Fraud is a plus but not mandatory
• A passion for learning and educating customers through presentations and conversations, with strong soft skills
• Willingness to travel up to 40% of the time to meet with clients
• Bachelor’s degree or equivalent work experience

Our Offer to You

• An inclusive culture that embodies our core values: Act Like an Owner, Delight Our Customers, Earn Respect
• A sales team driven by learning, earning, and having fun
• Opportunities to make an impact and grow professionally by leveraging your strengths and engaging in learning experiences
• Highly competitive compensation, benefits, and rewards programs
• An engaging, people-first work environment promoting work/life balance, employee resource groups, and social events