Solution Sales - Partner

FICO; Indonesia; On-site; IDR 1,075,076,151 - 1,791,793,585; Full time

Benefits offered by this job

Highly competitive compensation

Work/life balance

Professional development opportunities

Job summary

FICO is seeking a Key Account Manager in Indonesia specializing in enterprise technology sales within the financial services sector. This role involves driving adoption and growth of the FICO Platform by building relationships with senior client stakeholders.

The ideal candidate should have proven experience in managing strategic relationships and a track record in closing complex deals. A collaborative mindset and willingness to travel are essential. FICO offers a competitive compensation package and a supportive, people-first work environment.

Qualifications

• Proven experience managing strategic client relationships.
• Track record of closing complex, multi-million-dollar SaaS deals.
• Familiar with technologies like machine learning and AI.

Responsibilities

• Drive initial adoption and growth of the FICO Platform.
• Build relationships with senior client stakeholders.
• Shape solution proposals through collaboration with internal teams.

Skills

Strategic relationship management

Enterprise solution sales expertise

Industry knowledge in banking and fraud prevention

Collaborative leadership

Resilience under pressure

Growth mindset

Education

Bachelor's degree in business, technology, or related discipline

Job description

Overview

FICO (NYSE: FICO) is a leading global analytics software company. We are seeking exceptional Key Account Managers specialized in enterprise technology sales and client relationship management within the financial services sector.

The Opportunity

Join our Global Platform Software Sales team. As a member, you represent FICO’s flagship FICO Platform. The role is an overlay sales role that partners with Key Account Managers and both Technical & Industry Pre‑Sales teams to support the go‑to‑market. You will carry a quota for a dedicated set of Enterprise Accounts in your region, encompassing existing and target Platform customers. Your responsibilities include driving initial adoption (Land) and growth (Expand) of the Platform by educating and inspiring customers about the business value of leveraging FICO’s data, analytics, and strategy design capabilities across the enterprise.

What You’ll Contribute

• Work with existing and new customers to understand their key initiatives in Consumer Lending and Retail Banking across Marketing, Originations, Customer Management, Personalization, Collections and Fraud. Share expertise in Decisioning, Analytics, & Optimization within Financial Services to help clients leapfrog competition using the Platform.
• Build relationships with senior client stakeholders in Business and Technology to gain insights into their most urgent decision‑management problems while articulating FICO’s platform capabilities.
• Research and shape potential solution opportunities through collaborative engagement with internal Key Account Managers, Pre‑Sales Domain Experts and Pre‑Sales Architects to formulate and position solution proposals.
• Ensure clients are delighted with purchased solutions, creating win‑win relationships that are long‑term, expanding, and profitable.
• Collaborate across internal FICO teams—including Global Solution Architecture, Product Development, Finance, and Professional Services—to shape a cohesive sales effort that educates customers on the business value the Platform delivers.
• Work with the largest and most advanced Financial Institutions as well as a core set of leaders in other sectors.
• Manage sales to quarterly and annual targets, with significant earnings upside when targets are exceeded.

What We’re Seeking

• Proven senior‑level experience building and managing strategic relationships with senior executives in 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 or integrate into larger bundles.
• Industry knowledge: deep familiarity with banking, credit risk, fraud prevention, account management, or consumer lending, and experience applying technologies such as machine learning, AI, decision management, and optimization.
• Strategic vision and execution: ability to craft and execute joint business plans that align with client objectives and FICO’s strategic priorities.
• Growth mindset: passion to learn and educate customers and colleagues through presentations and conversations, strong soft skills, and a genuine interest in people.
• Resiliency: ability to maintain focus and effectiveness under pressure, adapt to change, and recover quickly from setbacks.
• Collaborative leadership: a team‑oriented mindset that values collaboration and leverages collective strengths to deliver exceptional results.
• Travel flexibility: willingness to travel up to 50% to maintain close partnership with clients.
• Educational foundation: a bachelor’s degree in business, technology, or a related discipline, or equivalent commercial experience.

Our Offer to You

• An inclusive culture 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 through learning experiences.
• Highly competitive compensation, benefits, and rewards programs that recognize excellence.
• An engaging, people‑first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.

Equal Employment Opportunity Statement

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.