Senior Strategic Account Manager – IMB
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Job Description
Strategic Account Manager driving FICO mortgage analytics adoption among US lenders. Growing revenue through executive relationships, account planning, and cross-sell 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 Score 10T, UltraFICO, and FICO Score Simulator
- Maintain pipeline hygiene and deliver accurate account forecasts to sales leadership
- Develop coaches and champions across client enterprises by articulating the value of FICO analytics
- Provide customer feedback and market insights to inform product development
- Conduct executive-level presentations and client consultations demonstrating ROI and competitive advantages
- Develop account plans to maximize revenue and identify cross-sell/upsell opportunities
- Lead onboarding for new mortgage originators adopting FICO products and monitor initial adoption against KPMs
- Leverage FICO experts across mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations
- Conduct regular business reviews and communicate material changes to internal teams
- Identify revenue growth opportunities based on lender volumes, market position, initiatives, and contractual levers
- Serve as escalation point for technical issues and service delivery concerns
- Showcase new product features and capture client requests for the product roadmap
- Attend industry networking events and trade shows
- Track market trends, competitor activities, and industry regulations
- Identify opportunities for FICO scores across mortgage origination stages and present findings to clients
- Stay current on mortgage regulations, products, and best practices through ongoing education
Requirements:
- 8+ years of B2B sales experience selling into the mortgage origination ecosystem, including mortgage technology, mortgage insurance, investors, or correspondent lending
- Proven ability to win new business, win back lost accounts, and defend market share against competitors
- Experience 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 at mortgage lenders through consultative selling
- Demonstrated success building C-level relationships and managing complex, matrixed accounts
- Executive presence and a successful track record persuading senior mortgage leaders
- Ability to travel approximately 25%–35% for partner meetings, industry conferences, and strategic planning sessions
Benefits:
- Highly competitive compensation, benefits and rewards programs
- Work/life balance
- Employee resource groups
- Social events
- Valuable learning experiences
- Professional development opportunities
- Inclusive, people-first work environment
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