Platform Sales, New Business Executive

FICO is growing our talented and successful Global Platform Sales team based in EMEA. The FICO Platform Solution Sales Executive (SSE) is a specialist overlay sales role. You'll operate as a subject-matter expert partnering with Key Account Managers and Technical & Industry Pre-Sales to drive FICO's flagship SaaS offering, the FICO Platform, into Enterprise Accounts. SSEs are brought in specifically to advance complex, technical deals, lead the launch of FICO Platform into new accounts, and win competitive battles where deep product and domain expertise makes the difference — working alongside, not instead of, the core account team. Each SSE carries a sales quota for a dedicated set of Enterprise Accounts and is responsible for driving initial adoption (Land) and/or continued growth (Expand) of FICO Platform. Building credibility as the technical and strategic authority on decision intelligence, discovering and resolving pain, and inspiring customers on what FICO Platform can do across their enterprise are key factors in becoming a successful SSE.

What You’ll Contribute

• Adopt the ‘FICO Way of Selling’ to drive success in your region and GTM team  

• Work with customers to understand their strategic priorities in Lending and Banking across the lifecycle

• Share expertise and thought leadership in Decisioning, Analytics, & Optimization within Financial Services

• Build relationships with senior client stakeholders in Business and Technology

• Research and shape potential solution opportunities through collaborative engagement with the GTM team to formulate and effectively position solution proposals

• Collaborate across wider-internal FICO teams including Global Solution Architecture, Product Development, Finance and Professional Services to shape a cohesive sales effort

• Work with the largest and most advanced Financial Institutions and Partners in your region

• Manage, track and optimise sales quota activity to targets, with significant earnings upside when targets are exceeded.

What We’re Seeking

• Successful performance in a SaaS sales role with evidence of selling complex, enterprise software solutions in financial services a plus

• Strong track-record building relationships and a collaborative style of working

• Accountability and determination to deliver success

• Familiarity with the sales qualification methodology ‘MEDDPICC’ is a nice to have

• An understanding of Financial Services business and technology challenges

• Have a deep interest in, and or experience in both the technical and business use of data, behavioral profiles, decision management, orchestration, Machine Learning, Artificial Intelligence, Simulation, and Optimization in SaaS offerings

• Experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is also a plus

• A Passion to learn and educate customers and FICO colleagues through presentations and conversations with strong soft skills

• Ability to travel up to 50% of business week as we need to be with our customers

• Bachelor’s degree and, or experience developed in work environments.

Our Offer to You

• 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.

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