KAM - Associate Partner

Fico; Indonesia; Remote; IDR 2,145,156,000 - 3,217,733,000; Full time

Benefits offered by this job

Competitive compensation

Work-life balance

Employee resource groups

Job summary

FICO, a leading global analytics software company, is seeking a senior sales professional to lead a marquee client account with a global financial institution. You will shape strategy, expand the footprint, and drive high-stakes negotiations.

You will collaborate with cross-functional teams across sales, product, delivery, and marketing to design enterprise-grade, SaaS-based solutions and ensure long-term profitability. Willingness to travel up to 50% is required.

Qualifications

• Proven senior-level success with executives in large financial institutions.
• Enterprise sales track record closing multi-million-dollar deals (SaaS).
• Deep banking/credit risk/fraud prevention experience or similar industry knowledge.
• Ability to craft and execute joint business plans aligned with client objectives.
• Strong presentation and communication skills; willing to educate customers and colleagues.
• Resilient, adaptable, and collaborative leader capable of growing the account.

Responsibilities

• Lead relationships with C-suite and senior stakeholders to uncover critical business needs.
• Collaborate with sales, product, delivery, and marketing to design enterprise solutions.
• Negotiate high-stakes, multi-million-dollar contracts with mutual value.
• Advocate for the client to influence product roadmaps and strategy.
• Develop plans for account expansion and long-term profitability; hit sales targets.
• Represent FICO as a trusted advisor and industry leader.

Skills

Strategic relationship building

Enterprise solution sales

SaaS sales

Complex negotiations

Industry knowledge banking

Strategic planning

Growth mindset

Resilience under pressure

Collaborative leadership

Travel up to 50%

Education

Bachelor’s degree in business/technology

Job description

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 fulfil your career potential!

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

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.

Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest‑growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

FICO makes a real difference in the way businesses operate worldwide:

• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!

Learn more about how you can fulfil your potential at www.fico.com/Careers

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy