Key Account Management - Partner

FICO; India; Hybrid; INR 1,800,000 - 2,400,000; Full time

Benefits offered by this job

Highly competitive compensation

Benefits and rewards programs

Work/life balance

Job summary

FICO is seeking an experienced Key Account Manager specializing in enterprise technology sales within the financial services sector. This role involves building relationships with senior client stakeholders, leading negotiations, and driving account expansion.

The successful candidate will have a proven track record in structuring complex deals and a deep understanding of banking trends. The position offers competitive compensation and the opportunity to make a significant impact while working within a dynamic, inclusive environment.

Qualifications

• Demonstrated success in managing relationships with senior executives in financial institutions.
• Experience closing multi-million-dollar deals including SaaS solutions.
• Deep familiarity with banking, credit risk, and fraud prevention.

Responsibilities

• Build and nurture relationships with C-suite stakeholders.
• Collaborate to design tailored, enterprise-grade solutions.
• Lead negotiations for high-stakes contracts.

Skills

Strategic leadership

Solution innovation

Complex deal structuring

Client advocacy

Business growth

Market leadership

Education

Bachelor’s degree in business or technology

Tools

Machine Learning

AI

Decision Management

Optimization technologies

Job description

Role Overview

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! At FICO, we are always looking for exceptional talent to drive our ambitious growth strategy. While we may not have an immediate opening, this is a general posting for outstanding Key Account Managers who specialize in enterprise technology sales and client relationship management within the financial services sector. If you’d like to learn more, we encourage you to introduce yourself so that we can begin a conversation and consider you for opportunities as they arise.

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.

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 with Machine Learning, AI, Decision Management, and Optimization technologies 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: Passion to learn and educate customers and FICO colleagues through presentations and conversations.
• Strong Soft Skills: 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.

Additional Requirements

• 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.

Benefits

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.

Equal Employment Opportunity

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. Information submitted with your application is subject to the FICO Privacy policy.