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Sydney, New South Wales, Australia
Onsite
FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!
The Opportunity
As a Strategic Customer Success Manager at FICO, you'll be a trusted executive partner to some of our most important customers, driving transformational outcomes and sustainable growth across a portfolio of high-value accounts. This is a senior, commercially-oriented role for someone who operates naturally at the C-suite level — someone who can connect FICO's platform capabilities to a customer's most pressing strategic priorities, and turn those connections into long-term, expanding partnerships. You will own the full commercial health of your accounts, serving as the primary driver of retention, expansion, and executive alignment.
This position requires residence in Sydney or Melbourne.
What You'll Contribute
Own the Executive Relationship: Build and sustain deep, trust-based relationships with C-level and senior executive stakeholders across your accounts. You'll be a credible strategic advisor who understands your customers' business models, competitive pressures, and board-level priorities — and can position FICO's solutions accordingly.
Lead Account Strategy & Growth: Develop and execute multi-year account strategies that identify and capture expansion opportunities across FICO's platform. You'll drive net revenue retention by proactively surfacing upsell and cross-sell opportunities aligned to each customer's strategic roadmap.
Bring Deep Credit Risk Domain Expertise: You'll show up to every customer conversation as a genuine subject matter expert in credit risk, customer lifecycle management, fraud, or decisioning — not just as a relationship manager. You'll be able to engage credibly with a Chief Risk Officer or Head of Collections on the nuances of their strategy, challenge their thinking where appropriate, and connect FICO's capabilities to the outcomes that matter most to their business. Your domain knowledge will be a key differentiator in building executive trust and creating expansion opportunities that a generalist CSM would miss.
Connect Platform Capability to Business Outcomes: Leverage your understanding of credit risk and financial services to translate FICO's platform capabilities into tangible business impact — whether that's reducing credit losses, improving acquisition decisioning, optimising collections strategies, or strengthening fraud defences. You won't rely on solution consultants to bridge this gap; you'll be able to hold that conversation yourself.
Drive Transformational Value: Partner with customers to define and deliver against ambitious, measurable outcomes — moving beyond adoption metrics to demonstrate how FICO is materially impacting their business performance, risk posture, and competitive position.
Orchestrate the Broader Team: Act as the quarterback of a cross-functional team including solution consulting, product, professional services, and sales to ensure a seamless and high-caliber customer experience. You'll lead without direct authority, aligning internal resources around each account's strategic priorities.
Navigate Complex Stakeholder Environments: Map and engage the full stakeholder landscape within your accounts — from technical teams to the C-suite — building broad organizational support for the FICO partnership and mitigating concentration risk in any single relationship.
Shape the Commercial Agenda: Lead renewals conversations. You'll bring a clear understanding of FICO's revenue goals and margin considerations and will treat each account as a business in its own right.
Translate Customer Insight into Internal Influence: Serve as the strategic voice of your customers internally, synthesizing feedback and market intelligence — including domain-specific insight on evolving credit risk trends, regulatory shifts, and competitive dynamics in financial services — to influence FICO's product roadmap, go-to-market strategy, and executive priorities.
Forecast & Report with Precision: Maintain accurate, insight-driven forecasting and account reporting in Salesforce, providing leadership with a clear view of account health, commercial risk, and pipeline opportunity.
What We're Seeking
Experience in a senior customer-facing role — such as strategic account management, enterprise customer success, or management consulting — with a strong preference for experience in financial services SaaS or technology.
Deep domain expertise in financial services, with direct experience in one or more of: credit risk management, customer lifecycle management, fraud prevention, or decisioning and analytics platforms.
A demonstrated track record of engaging and influencing C-level executives, translating complex platform capabilities into business-level value narratives.
Proven commercial acumen — a history of owning and growing revenue targets, managing renewals, and driving expansion within a portfolio of enterprise accounts.
The ability to build and execute sophisticated, multi-stakeholder account plans that align customer goals with FICO's strategic growth objectives.
Strong executive presence and communication skills, with the ability to command the room in an exec presentation as comfortably as in a working session with a technical team.
A strategic, analytical mindset — you use data to tell a story, identify risk, and prioritise where to invest time and resources across your portfolio.
Experience operating in a matrixed organisation, leading cross-functional teams and aligning internal stakeholders without formal authority.
A Bachelor's degree in Business, Finance, or a related field, or equivalent professional experience.
Full professional fluency in English.
Our Offer to You
An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
Why Make a Move to FICO?
At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
FICO makes a real difference in the way businesses operate worldwide:
• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.
Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success. Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!
Learn more about how you can fulfil your potential at www.fico.com/Careers
FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.
Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy
