[Hiring] Sr Strategic Account Manager (Director)-IMB @FICO

Role Description

If you're looking for your next opportunity to make a meaningful business impact across the mortgage industry, bring business expertise to FICO's Scores division, where you will partner with mortgage lenders helping them grow and serve customers. FICO's Scores unit is home to the world's #1 credit score – the FICO® Score – that powers over 10 billion decisions each year.

• Manage and develop a territory of top US mortgage lenders driving adoption and performance of FICO’s direct license program.
• Promote adoption of FICO’s latest best in class mortgage analytics such as FICO Score 10T, UltraFICO, and Fico Score Simulator (FSMS).
• 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 your 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.
• As part of a matrix sales organization leverage FICO experts in your sales engagement across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations.
• 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.

Qualifications

• 8+ years of B2B sales experience selling into the mortgage origination ecosystem - 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 approx. 25% - 35% for partner meetings, industry conferences, and strategic planning sessions.

Benefits

• An inclusive culture that strongly reflects 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.
• The targeted base pay range for this role is: $132,300 to $207,900 with this range reflecting differences in candidate knowledge, skills and experience.