Job Description

Responsibilities

This role combines deep industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to deliver client based revenue and sales growth. The major goal is to focus on building new revenue streams through the expansion of FICO Fraud Platform and Software Solutions and enhanced client satisfaction. The role includes the responsibility of supporting the regional presales team to help in response of RFIs/RFPs, the development of PoCs, Prototype Solutions, demos and other related activities. This is a regional role covering APAC and will involve working closely with direct sales and partners, as well as the product teams based in the US. Candidate will also have the opportunity to collaborate with client and virtual teams to research, shape, and drive solution engagements from identification to close at both new and existing accounts across the Asia Pacific Region. By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of platform and software solutions. Roles & Responsibilities Provides cross-unit support to all Client Partners and their teams Possesses deep knowledge of financial products and processes, and/or of decision management tools and technologies in a retail credit context, and working knowledge of other commercial financial service operations and practices; Leverages the above details, and knowledge of FICO’s core competencies in analytics, platform, related software development and data management to build highly credible relationships with assigned client group(s). Drives the risk lifecycle presales efforts with lead qualification, presentations, proposals, sales strategies, and competitive information to provide ultimate sales support; Engages in collaborative discussion with Client Partners, Sales Productivity consultants, product management and development resources to stimulate innovative product use and development Researches and shapes potential solution opportunities through collaborative discussions with product and technical leaders. Develops a deep understanding of existing client product or solution engagements and how the proposed solution relates; Delivers FICO's platform and software solution overviews to clients; Facilitates RFIs/RFPs, conducts PoCs for FICO’s platform and software solution to match client requirements; Generates ideas to increase opportunity scope; Supports in providing continuing education of the sales team for FICO's platform and software solutions; Develops deep industry and competitive knowledge in a given business area and disseminates this information throughout the sales team. Working experience in / Knowledge of Digital banking is an advantage. Desired Skills and Experience Experience in fintech/mobile payment, or financial service industry (Consumer or SMB Banking); Experience in fraud risk organization in areas such as originations, portfolio management or Fraud Management is required. This includes but not limited to card fraud, DDA fraud, internal fraud, application fraud and risk analytics; Prior experience working as a product/pre-sales expert with a vendor of risk management solutions will be ideal; Familiar with technical architecture and ability to discuss and communicate FICO’s sofware solutions in technical terminology; Ability to craft compelling a high-level client business case; FICO-specific Fraud and Security products knowledge will be an added plus; A hands-on professional with strong analytical skills coupled with strategic thinking; Entrepreneurial style, drive and sense of urgency, coupled with the ability to work well with others as part of a solution team; Excellent communication, professional presentation, and process/organizational skills, as well as strong creative orientation and the ability to craft innovative solutions; Ability to travel significantly (>50%) Personal Characteristics Motivation Likes fast pace; high level of daily activity 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 Candid; sometimes outspoken about internal obstacles Work Style 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 Disciplined, yet adaptable to pressing demands Team player Relationship Works relationships - aware of who can help make progress Builds reputation - clients come first - available and responsive Strong communicator - conveys information clearly which others value Thought Process Discerning, accounts (both needs & people) are strategized Strives for knowledge - utilizes information to build case for need, problem resolution, leading to purchase Apply Now Report Job
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