[Hiring] Key Account Manager Partner - Insurance @FICO

Role Description

Ready to accelerate FICO's growing presence in the insurance market? Join us as we leverage 60+ years of proven analytics and AI expertise to transform how P&C and life insurers approach fraud detection, underwriting, claims, and risk management. Building on our early success with select insurance clients, this is an exciting opportunity to significantly expand our market share and establish FICO as the go-to analytics partner for insurance. As a key member of our Insurance Sales team, you'll help scale our proven solutions while achieving exceptional personal success.

• Own and grow a pipeline of P&C and/or Life insurer accounts within your assigned territory.
• Sell FICO's enterprise analytics and AI solutions into insurers' core systems, digital transformation, and data initiatives.
• Lead complex, multi-stakeholder sales cycles involving IT, business, underwriting, claims, actuarial, and procurement teams.
• Develop and maintain trusted relationships with C-suite executives and VP-level decision-makers.
• Coordinate closely with pre-sales, delivery, and partner teams to ensure seamless client experiences.
• Navigate RFPs, complex pricing negotiations, and contract discussions across long sales cycles (6-18 months).
• Drive $1M-$5M+ enterprise deals that deliver measurable business outcomes.

Qualifications

• 5-12+ years of enterprise sales experience specifically in insurance technology solutions.
• Proven track record selling to P&C or Life insurance carriers (not brokers or agencies).
• Deep experience with core insurance systems including Policy, Billing, and Claims platforms.
• Established experience selling digital transformation, advanced analytics, or cloud-native platforms to insurance organizations.
• Compelling storytelling ability around loss ratio improvement, expense ratio optimization, and speed to market, while demonstrating resilience, patience, and strategic awareness in navigating complex organizational dynamics.
• Bachelor's degree in business, technology, or equivalent enterprise software sales experience.

Benefits

• An inclusive culture strongly 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 by leveraging your unique strengths and participating in valuable learning experiences.
• 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.

Company Description

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

• FICO® Scores are used by 90 of the top 100 US lenders.
• 4 billion payment cards globally are protected by FICO fraud systems.
• 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!