上海招聘

Title: Client Services – Sr. Associate Partner

Business Unit / Product Line: Sales and Marketing

Reporting to: Managing Director

Location: Beijing / Shanghai

Client Partners 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, the major goal is to focus on retention of existing clients and the current revenue streams, building new revenue streams through the expansion of FICO 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.

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

? 10+ relevant Sales working years in the industries of banking, insurance, etc..

? Ability to travel significantly (>50%)

The candidate to this sales (CP) role who has owned strong background / relationship in the fields of Banking, Telecom, Insurance, Oil , Manufacturing etc. are highly preferred.

Motivation

· Likes fast pace; high level of daily activity

· 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

· Selling style is competent, yet forceful

· Aggressively pursues business; seeks out opportunities others miss

· 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

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

· Like business, enjoys the strategy and the "hunt"

· Can understand & work "pipeline"

FICO delivers superior predictive analytics solutions that drive smarter decisions


Make Every Decision Count ？

Founded in 1956, and one of the primary creators of credit scoring, FICO? (NYSE:FICO) delivers superior predictive analytics solutions 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. Our innovative solutions include the industry-leading solutions for measuring credit risk, 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, pharmaceutical companies and government agencies, rely on FICO solutions to accelerate growth, control risk, boost profits and meet regulatory and competitive demands. Watch a video of Dr Mark Greene, our former CEO and current Chair of the Advisory Council, discussing analytics and connected decisions by clicking here.

FICO’s Decision Management solutions, which combine trusted advice, world-class analytics and innovative applications, include:
?    Analytics - including predictive models, optimization and portfolio analytics. Our analytics - whether delivered as standalone custom engagements or embedded in our applications - bring new precision to decisions.
?    Decision Management Applications - which use Decision Management software to automate, improve and connect decisions based on our proprietary analytic models and user-defined strategies. Each of these solutions is built with the analytics, data, decision strategies and process flow for a particular vertical industry and decision area, such as fraud control or credit account management.
?    Decision Management Tools - giving businesses the ability to create their own decision management applications and models. Our tools include business rules management, model development and decision optimization.
?    Scoring Solutions - which deliver powerful predictions of consumer behavior to help businesses make faster, more profitable decisions. Among our analytic products is the FICO？ score, which drives billions of credit and marketing decisions a year, and is recognized as the standard measure of US consumer credit risk.
?    Professional Services - We use our deep decision area experience and technical expertise to help individual clients solve unique business challenges, and get more value from our tools and solutions.

Our Culture


A Global Business

Headquartered in Minneapolis USA, FICO serves global markets through offices in 14 countries across the globe. We have a substantial presence across the US including San Diego and San Rafael, CA, and our international locations include S？o Paulo, Toronto, Birmingham, London, Madrid, Munich, Moscow, Milan, Istanbul, Johannesburg, Bangalore, Beijing, Shanghai, Hong Kong, Sydney, Tokyo, Seoul, Kuala Lumpur, Singapore, Taipei and Bangkok. We also have employees in many more countries. In addition, we have partners and distributors in Europe, Africa, Australia, Indonesia, Korea, Middle East, New Zealand, Philippines and Taiwan.

In 2009 we rebranded the entire company from Fair Isaac Corporation to FICO, the name by which we are best known in the marketplace. In August 2009 we also changed our NYSE ticker from FIC to FICO to reflect that change. On the surface, the change in our stock ticker is simple, yet what lies behind it is not. As we continue to leverage our unique and increasingly valuable position at the intersection of consumer and business interests, it’s important that we emphasize our relevance to both consumers and the financial institutions that serve them. The trusted FICO brand stands for empowerment, innovation and value, and it resonates well in this regard: over 90% of US financial transactions use the FICO credit score, and countless mission-critical decisions around the globe are enabled by FICO Decision Management Applications and Tools.


Our Core Values

In contrast to some companies, our Core Values are absolutely central to the way we run our business – they define the behaviours we expect and reward and are pivotal in job definition, hiring decisions, employee recognition, performance management, promotions recommendations, and incentive distribution. FICO’s Core Values are:
?    Focus On Clients
?    Develop Our People
?    Innovate & Collaborate
?    Execute With Integrity
?    Deliver High Performance

Importantly, our Core Values are all expressed as a pair of statements, demonstrating both company and individual commitment – for example, ‘Develop Our People’ is (FICO) “We will foster learning and growth by offering an engaging, career-focused environment” paired with (employee) “I will take responsibility for my career development by pursuing learning opportunities”. In this way, we reflect that it takes both individual buy-in and corporate commitment to manifest a day to day reality.


Overview Of Key Industries

FICO works with clients in more than 80 countries and on six continents including leaders in:

Banking:

FICO clients include 90 of the 100 largest financial institutions in the United States, two-thirds of the largest 100 banks in the world and the 100 largest U.S. credit card issuers. Banks, building societies, finance companies, credit card companies, insurers, commercial credit grantors and mortgage lenders have achieved lower levels of bad debt, higher volume and increased efficiency through the use of FICO products and services. FICO’s Decision Management technology, first applied in financial services, is now available as the “gold standard” in analytic models and decision engines for all industry leaders. The credit industry alone uses billions of FICO？ scores each year to improve decisions throughout the world. FICO’s customer management solutions are used by many of the major financial services organizations to acquire, manage and grow customer relationships, resulting in today’s use of adaptive control systems to manage over 90% of all credit cards in the U.K and a substantial figure in the US. More than 700 million card accounts worldwide are managed using FICO solutions. Our Falcon solutions protect 65% of credit card transactions worldwide. Our CardAlert service analyses ATM traffic to protect 11,000 banks in the U.S. from fraud.

In the context of today's stressed economy and markets, the phrase "return on investment" takes on new significance. Financial institutions look to FICO not only for industry-leading products and best practices, but for scientific ways of deciding where to focus every resource, action and minute for higher returns. We work with thousands of banks, card issuers, retail credit issuers, auto lenders, mortgage lenders, credit unions and other credit grantors worldwide.

Insurance:

Insurers have adopted FICO's predictive analytics, business rules and decision optimization to make decisions throughout the customer lifecycle, from underwriting and claims to marketing and distribution. In 2009 we released FICO Insurance Fraud Manager specifically to address this industry’s needs.

More than 400 insurers worldwide have applied our solutions across multiple lines of business, including personal and commercial lines, life, health, auto, annuities and pensions. FICO's Decision Management technology and experience working with industry leaders has yielded tremendous results.


Retail:

FICO enhances the ability of retailers and manufacturers alike to turn customer insight into more effective marketing efforts and stronger customer relationships. With the ability to predict purchase behavior over time, FICO's solutions reveal affinities between the products that customers buy, as well as the context in which they buy them.

With greater insight into individual customers, and the ability to translate high-level strategies into consistent decisions across large and complex organizations, manufacturers can better plan and execute marketing and promotional campaigns, and retailers can optimize marketing, merchandising and credit/risk decisions.

100+ retailers and general merchandisers, including 50% of the top US retailers, rely upon FICO's solutions to build high-value relationships with their customers.

Health Care:

A scientific approach to decisions is reshaping the yield curve in pharmaceutical sales and marketing. FICO is a leader in the use of analytic insights, marketing decisioning, strategy and cross-channel operations management to improve business effectiveness and performance.

FICO provides comprehensive solutions for precise, data-driven strategic and operational decision-making in pharmaceutical sales and marketing. We work with 150+ healthcare and life sciences companies, including 8 of the world’s top 10 pharmaceuticals companies.

For more information, please visit www.fico.com;www.fico.com/cn/