KAM - Government

About This Role

Leading one of FICO's most critical client accounts is the core of this senior sales role. You will shape the future of a premier client's business while achieving significant personal and professional growth. This opportunity is for a results-driven, senior-level professional with a passion for delivering innovative solutions and driving exceptional outcomes.

Responsibilities

• 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
• 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
• Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO
• Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands
• 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
• 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

Requirements

• 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
• 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