Sales & Client Success Strategic Account Manager – Mortgage

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee and enhance a territory comprising leading US mortgage lenders, driving the implementation and effectiveness of FICO’s direct licensing program.

• Advocate for the adoption of FICO’s state-of-the-art mortgage analytics, including FICO Score 10T, UltraFICO, and FSMS.

• Maintain a sales pipeline within the CRM system, monitoring performance to ensure the achievement of set KPIs/KPMs.

• Cultivate coaches and champions throughout the organization by clearly communicating the benefits of FICO analytics to originators, capital markets, risk, analytics, and technology teams within client accounts.

• Deliver executive-level presentations and client consultations to illustrate ROI, competitive advantages, and the positioning of FICO scores across various mortgage products and origination cycles.

• Create detailed account plans to optimize revenue opportunities and identify cross-sell/up-sell initiatives in collaboration with sales executives.

• Facilitate seamless onboarding for new mortgage originators adopting FICO products, setting success metrics and monitoring initial adoption against KPMs.

• In a matrix sales organization, leverage FICO experts during sales engagements related to mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations.

• Conduct regular business reviews to evaluate performance against client goals, assess transactional activity, and communicate significant changes to internal teams.

• Comprehend lender origination volumes, market positioning, strategic initiatives, and contractual levers to identify opportunities for revenue growth.

• Act as an escalation point for technical issues and service delivery concerns while supporting change management initiatives to ensure a positive client experience.

• Highlight new product features from releases and gather client requests for integration into product roadmap development.

• Participate in industry networking events and trade shows to enhance FICO's visibility in the mortgage market.

• Monitor market trends, competitor activities, and industry regulations, providing strategic insights to the team and the broader FICO organization.

• Identify new opportunities for FICO scores throughout various stages of the mortgage origination cycle and present findings to clients.

• Stay updated on mortgage industry regulations, products, and best practices through continuous education and professional development.

⛳️ Requirements

• A minimum of five years of experience in analytics, software, data, and/or financial services sales.

• Preferred familiarity with managing lender relationships across IMBs, depositories, and credit unions.

• A proven history of executive-level engagement and consultative selling within the mortgage origination landscape, with the ability to articulate ROI and competitive positioning to senior stakeholders.

• Experience in developing account plans, identifying cross-sell and upsell opportunities, and driving revenue growth in a collaborative, matrixed sales environment.

• Exceptional executive presence, along with outstanding communication, negotiation, and relationship management skills.

• A blend of strategic thinking and tactical execution skills, with a demonstrated ability to achieve results in matrix organizations.

• Willingness to travel 25% to 35% for partner meetings, industry conferences, and strategic planning sessions.

🏝️ Benefits

• A diverse culture that strongly embodies our core values: Act Like an Owner, Delight Our Customers, and Earn the Respect of Others.

• The chance to make a meaningful impact and grow professionally by leveraging your unique strengths and participating in enriching learning experiences.

• Highly competitive compensation, benefits, and rewards programs that motivate you to excel every day and be recognized for your contributions.

• A dynamic, people-first work environment that promotes work/life balance, employee resource groups, and social events to foster interaction and camaraderie.