Sales & Client Success Strategic Account Manager (Mortgage)

FICO is a leading global analytics software company, helping businesses in 100+ countries make better decisions. The Sales & Client Success Strategic Account Manager will partner with mortgage lenders to drive the adoption of FICO’s analytics products, manage client relationships, and maximize revenue opportunities.

Responsibilities:

• 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 FSMS
• Maintain a sales pipeline within the CRM system tracking performance to ensure we achieve established KPIs/KPMs
• 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
• 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

Requirements:

• Five+ years of experience in analytics, software, data and/or financial services sales
• Proven track record of executive-level engagement and consultative selling within the mortgage origination ecosystem, with the ability to communicate ROI and competitive positioning to senior stakeholders
• Experience developing account plans, identifying cross-sell and upsell opportunities, and driving revenue growth in a matrixed, collaborative sales environment
• Outstanding executive presence with superior communication, negotiation, and relationship management capabilities
• Strategic thinking combined with tactical execution skills and proven ability to drive results in matrix organizations
• Ability to travel 25% to 35% for partner meetings, industry conferences, and strategic planning sessions
• Familiarity with managing lender relationships across IMBs, depositories, and credit unions preferred