FICO
Account Managers combine deep industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to deliver client based revenue and sales growth. The major goal is to focus on retention of existing clients and the current revenue streams, building new revenue streams through the expansion of FICO Solutions, and enhanced client satisfaction.
The role includes collaborating with clients and virtual teams to research, shape, and drive solution engagements from identification to close at both new and existing accounts. By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of FICO Platform, Scoring and Software solutions.
The territory includes Hong Kong and Vietnam.
- Will focus on the sales of FICO platform and software solutions.
- Serves as the senior relationship executive for an account managing both client and virtual teams including sales, pre-sales, technology, and PS delivery groups to deliver client satisfaction and revenue growth.
- Actively engages in and pursues the direct sale of FICO solutions to drive towards the successful negotiation and close of assigned business.
- Generates, qualifies and converts new leads through networking and prospecting and executing sales campaigns at existing accounts and in new territories.
- Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.
- Acts as a representative of FICO at industry conferences and association meetings.
- Maintains in-depth knowledge of FICO’s Platform and Solutions offerings.
- Leverages the above details, and knowledge of FICO’s core competencies in analytics, software and data to build highly credible relationships with assigned client group(s).
- Work closely with Presales to Identify and translate client-based needs into compelling solutions (via pre-sales) that drive tangible and significant client value (ROI)
- Able to work remotely and independently.
- Demonstrated success structuring and selling complex, enterprise software solutions to large clients in financial services/banking.
- Strong understanding of transaction-based, SaaS and cloud-based solution offering.
- Knowledge or experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud.
- Ability to craft compelling a comprehensive client business plan. Demonstrated ability to craft and sell multi-million dollar client value propositions to “C-suite” executives. Direct experience in selling solutions which either significantly expands the footprint of existing offerings or bundle offerings into a larger solution sale.
- Ability to identify new business opportunities.
- Expert understanding of market trends and specific needs/issues of target clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO offerings.
- Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.
- Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team. Strong problem-solving and influencing skills. Ability to close deals with the highest possible value proposition.
- Excellent communication, professional presentation and process/organizational skills, as well as strong creative orientation and the ability to craft innovative solutions.
- Strong executive presence and professional image.
- Proven ability to deliver financial results and outstanding client satisfaction.
- Able to apply a disciplined sales structure to complex deals with varying close cycles.
Motivation
- Likes fast pace; high level of daily activity
- Love the chase; then the win
- Independent; likes autonomy/will reject micromanagement
- Pride in company, quality of integrated solution
- Outcome oriented; doesn't confuse activity/productivity
- Won't rest on laurels; driven to perform again and better
Influence
- Confident; persuasive
- Selling style is competent, yet forceful
- Aggressively pursues business; seeks out opportunities others miss
- Candid; sometimes outspoken about internal obstacles
Work Style
- Constant juggler of priorities, work demands and changes in plans
- Very conscientious about follow through and commitments – accomplishes more through quality of delivery
- Embraces accountability
- Disciplined, yet adaptable to pressing demands
Relationship
- Works relationships - aware of who can help make progress
- Builds reputation - clients come first - available and responsive
- Strong communicator - conveys information clearly which others value
Thought Process
- Discerning, accounts (both needs & people) are strategized
- Strives for knowledge - utilizes information to build case for need, problem resolution, leading to purchase
- Like business, enjoys the strategy and the "hunt"
- Can understand & work "pipeline"
FICO (NYSE: FICO) powers decisions that help people and businesses around the world prosper. Founded in 1956, the company is a pioneer in the use of predictive analytics and data science to improve operational decisions. FICO holds more than 200 US and foreign patents on technologies that increase profitability, customer satisfaction and growth for businesses in financial services, insurance, telecommunications, health care, retail and many other industries. Using FICO solutions, businesses in more than 100 countries do everything from protecting 4 billion payment cards from fraud, to improving financial inclusion, to increasing supply chain resiliency. The FICO® Score, used by 90% of top US lenders, is the standard measure of consumer credit risk in the US and has been made available in over 40 other countries, improving risk management, credit access and transparency.
