Senior Strategic Account Manager – IMB

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

📋 Description

• Oversee and enhance a designated territory comprising leading US mortgage lenders, fostering the adoption and performance of FICO’s direct licensing program.

• Advocate for the utilization of FICO Score 10T, UltraFICO, and FICO Score Simulator.

• Ensure pipeline integrity and provide precise account forecasts to sales leadership.

• Cultivate coaches and champions within client organizations by clearly communicating the advantages of FICO analytics.

• Supply customer feedback and market intelligence to guide product development.

• Execute executive-level presentations and client consultations to illustrate ROI and competitive benefits.

• Formulate account strategies to optimize revenue and pinpoint cross-sell/upsell prospects.

• Guide the onboarding process for new mortgage originators incorporating FICO products, while tracking initial adoption against key performance metrics (KPMs).

• Utilize FICO specialists in mortgage credit risk, GSE credit score requirements, investor buy guides, and origination operations.

• Conduct regular business evaluations and relay significant changes to internal teams.

• Spot opportunities for revenue growth based on lender volumes, market standing, initiatives, and contractual mechanisms.

• Act as the point of escalation for technical issues and service delivery matters.

• Highlight new product features and gather client requests for the product roadmap.

• Participate in industry networking events and trade shows.

• Monitor market trends, competitor actions, and industry regulations.

• Identify opportunities for FICO scores throughout the mortgage origination process and present insights to clients.

• Remain updated on mortgage regulations, products, and best practices through continuous education.

⛳️ Requirements

• A minimum of 8 years of B2B sales experience within the mortgage origination ecosystem, encompassing mortgage technology, mortgage insurance, investors, or correspondent lending.

• Proven track record in acquiring new business, reclaiming lost accounts, and safeguarding market share against competitors.

• Experience in utilizing strategic account plans and cross-sell/upsell techniques to fuel revenue growth in a matrixed sales environment.

• Established ability to engage and influence senior leaders at mortgage lenders through a consultative selling approach.

• Demonstrated success in building relationships at the C-level and managing complex, matrixed accounts.

• Strong executive presence and a successful history of persuading senior mortgage executives.

• Willingness 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.