Sr Strategic Account Manager (Director)-IMB

Описание

This role involves making a meaningful business impact across the mortgage industry by bringing business expertise to FICO's Scores division, partnering with mortgage lenders to help them grow and serve customers.

Responsibilities

• Manage and develop a territory of top US mortgage lenders driving adoption and performance of FICO
• Promote adoption of FICO
• Maintain rigorous pipeline hygiene and deliver accurate account forecasts to sales leadership, proactively outlining account risks, compelling events, and targeted expansion strategies
• Develop coaches and champions across the enterprise by articulating the value of FICO analytics to originators, capital markets, risk, analytics and technology teams within client accounts
• Be the voice of the customer, combining client feedback and market insights to inform product development and enhance FICO's solution offerings
• Conduct executive-level presentations and client consultations to demonstrate ROI, competitive advantages, and positioning of FICO scores across various mortgage products and origination cycles
• Develop comprehensive account plans to maximize revenue opportunities and identify cross-sell/up-sell initiatives in collaboration with sales executives
• Lead seamless onboarding processes for new mortgage originators adopting FICO products, establishing success metrics and monitoring initial adoption against KPMs
• Leverage FICO experts in sales engagement across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations as part of a matrix sales organization
• Conduct regular business reviews to assess performance against client objectives, review transactional activity, and communicate material changes to internal teams
• Understand lender origination volumes, market position, strategic initiatives, and contractual levers to identify revenue growth opportunities
• Serve as escalation point for technical issues and service delivery concerns while supporting change management initiatives to ensure positive client experience
• Showcase new product features from releases and capture client requests for integration into product roadmap development
• Attend industry networking events and trade shows to expand FICO's presence within the mortgage market
• Track market trends, competitor activities, and industry regulations, relaying strategic insights to team and broader FICO organization
• Identify new opportunities for FICO scores within various stages of the mortgage origination cycle and present findings to clients
• Stay current on mortgage industry regulations, products, and best practices through ongoing education and professional development

Requirements

• 8+ years of B2B sales experience selling into the mortgage origination ecosystem, including mortgage technology, mortgage insurance, investors, or correspondent lending
• Proven hunter who wins new business, wins back lost accounts, and defends market share against competitors, using strategic account plans and cross-sell/upsell to drive revenue growth in a matrixed sales environment
• Demonstrated ability to engage and influence senior leaders (C-suite, capital markets, secondary marketing, credit risk, and technology) at mortgage lenders through consultative selling
• Demonstrated success building C-level relationships and managing complex, matrixed accounts to identify stakeholders and close deals
• Executive presence that wins deals: a successful track record of persuading senior mortgage leaders one-on-one and shaping the conversation at industry conferences
• Ability to travel approximately 25% - 35% for partner meetings, industry conferences, and strategic planning sessions

We offer

• An inclusive culture that strongly reflects FICO's 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 unique strengths and participating in valuable learning experiences
• Highly competitive compensation, benefits and rewards programs
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events
• The targeted base pay range for this role is $132,300 to $207,900, reflecting differences in candidate knowledge, skills and experience
• The position is full-time