Client Services Partner combine deep industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to deliver client based revenue and sales growth.   Within assigned client areas/ICN’s, the major goal is to focus on retention of existing clients and the current revenue streams, building new revenue streams through the expansion of FI solutions, and enhanced client satisfaction. By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions.  

• Leverages the above details, and knowledge of FICO’s core competencies in analytics, software development and data management to build highly credible relationships with assigned client group(s).
• Serves as the senior relationship executive for an account managing both client and virtual teams including sales, Solution Management, technology, delivery to deliver client satisfaction and revenue growth.
• Actively engages in and pursues the direct sale of FICO solutions to drive towards the successful negotiation and close of assigned business.
• Identifies and translates client based needs into compelling solutions (via Solution Management) that drive tangible and significant client value (ROI).  Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities.
• Works with Product Management to productize some portion of custom work that is repeatable and has IP that may be packaged in the form of a product.
• Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.

Skills & Experience

• Possesses deep consultative selling experience and executive relationships in relevant industry (e.g., financial services) preferably with an emphasis in the technology or decision science arena. Strong understanding of transaction-based, gain share solution design and pricing strategies.
• Ability to craft compelling a comprehensive client business plan. Demonstrated ability to craft and sell multi-million dollar client value propositions to “C-suite” executives. Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale.
• Expert understanding of market trends and specific needs/issues of target clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO product/service solutions.
• Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.
• Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team.  Strong problem-solving and influencing skills.   Ability to close deals with the highest possible value proposition.
• Excellent communication, professional presentation and process/organizational skills, as well as strong creative orientation and the ability to craft innovative solutions.
• Strong executive presence and professional image.
• Experience creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction.
• Able to apply a disciplined sales structure to complex deals with varying close cycles
• Ability to travel significantly (>50%)

Personal Characteristics/Talent Dimensions

Motivation

• Likes fast pace; high level of daily activity
• Intense; some urgency
• Love the chase; then the win
• Independent; likes autonomy/will reject micromanagement
• Pride in company, quality of integrated solution
• Outcome oriented; doesn't confuse activity/productivity
• Won't rest on laurels; driven to perform again and better

Influence

• Confident; persuasive
• Gains trust and motivates customer to action
• Selling style is competent, yet forceful
• Can utilize emotion to gain commitment and overcome roadblocks
• Aggressively pursues business; seeks out opportunities others miss
• Candid; sometimes outspoken about internal obstacles

Work Style

• Outstanding coordinator & orchestrator of key stakeholders
• Constant juggler of priorities, work demands and changes in plans
• Very conscientious about follow through and commitments – accomplishes more through quality of delivery
• Embraces accountability
• Balances short/long term objectives through effort directed at both
• Disciplined, yet adaptable to pressing demands

Relationship

• Works relationships - aware of who can help make progress
• Builds reputation - clients come first - available and responsive
• Can gain support from others - develop trust through the right motives
• Strong communicator - conveys information clearly which others value
• Gets to know accounts - proposes right solutions

Thought Process

• Discerning, accounts (both needs & people) are strategized
• Strives for knowledge - utilizes information to build case for need, problem resolution, leading to purchase
• Can handle wide range of questions, yet utilizes key players to leverage expertise
• Like business, enjoys the strategy and the "hunt"
• Asks lots of questions (internal and external) - information is key to plan formulation for each prospect
• Can understand & work "pipeline"

Why make a move to FICO?   At FICO, you can advance your career within one of the fastest-growing fields in technology today - analytics. With our industry leading credit scores and other solutions, FICO is the leader in predictive analytics for banking, insurance, retail and healthcare. Our ability to drive smarter decisions is driving some of the world’s leading companies to a new level of analytics-fuelled success.   Our success is founded on really talented people – just like you – who enjoy:    Innovation – change the game for us and for our clients around the world Teamwork – lead and learn from the very best in your field High Performance – challenge yourself and reap the rewards of delivering results Opportunity – grow with a global company that develops talent    FICO™ (NYSE:FICO) delivers superior predictive analytics that drive smarter decisions. Our groundbreaking use of mathematics to predict consumer behavior has transformed entire industries and revolutionized the way risk is managed and products are marketed. FICO's innovative solutions include the FICO(R) Score - the standard measure of consumer credit risk in the United States - along with industry-leading solutions for managing credit accounts, identifying and minimizing the impact of fraud, and customizing consumer offers with pinpoint accuracy. Most of the world's top banks, as well as leading insurers, retailers, pharma businesses and government agencies rely on FICO solutions to accelerate growth, control risk, boost profits, and meet regulatory and competitive demands. FICO also helps millions of individuals manage their personal credit health through www.myFICO.com. Learn more about FICO at www.fico.com.   FICO is an Equal Employment Opportunity Employer that values the strength that diversity brings to the workplace.   FICO: Make every decision count