Director – Partner Account Management, B2B Scores
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Job Description
Director of Partner Account Management leveraging business expertise across the B2B Scores verticals at FICO. Responsible for managing key partner relationships and driving revenue growth in financial services.
Responsibilities:
- Own a portfolio of key/strategic partners, serving as the primary contact and trusted advisor to the account.
- Establish and maintain strong relationships within key partner accounts to ensure alignment and drive mutual business outcomes.
- Co-develop and execute joint go-to-market plans that drive revenue growth, adoption, and deepen market penetration.
- Partner closely and collaborate with other B2B segments (MCM/CL/Auto) to understand their strategic goals and align the PAM goals to them.
- Be a trusted advisor, both internally and externally, to drive the proper messaging and awareness for different solutions (i.e. UltraFICO/Plaid, DLP, 10T, etc.).
- Join meetings with team members from other segments to be the solution specialist for the strategic solutions owned by our team (UltraFICO, DLP, etc.).
- Has a deep understanding of the partner´s strategic direction, proactively identifying any expansion and growth opportunities, driving new score initiatives to the market.
- Lead partner enablement by delivering training, sales tools, and product education that help partners effectively position and sell FICO Scores to their clients.
- Collaborate with internal teams (marketing, product, analytics) to align partner needs to our innovations/roadmap.
- Advocate for partners internally, capturing feedback and translating it into product improvements, new features, and differentiated solutions by vertical.
- Negotiate and manage partner agreements, including renewals, expansions, and commercial terms, in coordination with internal teams (legal/finance).
- Maintain accurate client records and pipeline activities in CRM systems and track to KPI’s/KPM’s.
- Monitor partner performance including revenue, pipeline, and market penetration; analyze data to surface insights and recommend actions to optimize growth.
- Own the Strategic Business Plan development along w/ internal & external stakeholders and use as a living document to drive future growth and progress.
- Stay current on the competitive landscape, regulatory changes, and industry trends to expertly help partners leverage FICO solutions to drive business outcomes.
- Be the “face of FICO” to strategic partners and the broader industry through client meetings, conferences, speaking engagements, and promotion of FICO initiatives.
Requirements:
- Bachelor’s degree required; MBA or advanced degree preferred.
- Substantial experience in financial services with partner account management.
- Excellent communication, organization, and follow‑up skills with a strong customer focus.
- Comfort operating in a matrixed, cross‑functional environment.
- Proven experience building strategic partnerships with lenders using a consultative approach, with demonstrated success engaging at the C-suite and executive level.
- Established professional network of decision-makers and influencers within mortgage tri-merge reseller space.
- Strong ability to listen actively to partner needs and translate complex technical capabilities into compelling business value propositions.
- Excellent relationship management, project coordination, and follow-through capabilities with multiple stakeholder groups.
- Ability to travel, depending on partner meeting schedules and industry events.
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.
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