FICO · 2 days ago
Key Account Manager - Insurance
United States
Full-time
Remote
Mid, Senior Level
$112K/yr - $176K/yr
5+ years expFICO is a leading global analytics software company, helping businesses in 100+ countries make better decisions. The Key Account Manager will proactively develop and own a pipeline of insurance accounts, driving new business development and maintaining relationships with C-suite executives to expand market share in the insurance sector.
AnalyticsBig DataCollection AgencyConsultingFinancial ServicesFraud DetectionPredictive AnalyticsSoftware
Responsibilities
Proactively identify, develop and own a pipeline of P&C and Life insurer accounts within your assigned US territory
Drive new business development and territory expansion through strategic prospecting and relationship building
Sell FICO's enterprise platform and AI solutions into insurers' core systems, digital transformation, and data initiatives
Lead complex, multi-stakeholder sales cycles involving IT, business, underwriting, claims, actuarial, and procurement teams
Develop and maintain trusted relationships with C-suite executives and VP-level decision-makers
Coordinate closely with pre-sales, delivery, and partner teams to ensure seamless client experiences
Navigate RFPs, complex pricing negotiations, and contract discussions across long sales cycles (6-18 months)
Drive $1M-$5M+ enterprise deals that deliver measurable business outcomes
Qualification
Required
5-12+ years of enterprise sales experience specifically in insurance technology solutions
Experience selling insurance policy admin systems or software that integrates with enterprise insurance platforms
Background in selling digital transformation, data analytics, or cloud platforms to insurers
Insurance technology ecosystem experience strongly preferred - experience with platforms such as Guidewire, Duck Creek, Majesco, or Sapiens
Sales experience with system integrator partners (Cognizant, Capgemini, Accenture, EY, Deloitte, Infosys)
Comfortable managing $1M-$5M+ deal sizes with 6-18 month sales cycles
Strong hunter mentality with proven success in pipeline development and territory expansion
Location: Northeast US preferred, home office environment with regular travel expected
Executive presence and credibility with insurance industry leaders
Consultative, value-based selling approach focused on business outcomes
Strong storytelling ability around loss ratio improvement, expense ratio optimization, and speed to market
Resilient, patient, and politically savvy in navigating complex organizational dynamics
Coachable mindset with exceptional drive and commitment to excellence
Bachelor's degree in business, technology, or equivalent enterprise software sales experience
Preferred
Insurance technology ecosystem experience strongly preferred - experience with platforms such as Guidewire, Duck Creek, Majesco, or Sapiens
Location: Northeast US preferred, home office environment with regular travel expected
Benefits
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.
Company
FICO
Fair Isaac Corporation enables businesses to automate, improve, and connect decisions to enhance business performance. It is a sub-organization of FICO.
1001-5000 employees
H1B Sponsorship
FICO has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (30)
2024 (18)
2023 (22)
2022 (25)
2021 (45)
2020 (40)
Funding
Current Stage
Public CompanyTotal Funding
$1.5B2025-05-08Post Ipo Debt· $1.5B
2021-05-05Acquired
2003-01-10IPO
Leadership Team
William Lansing
CEO
Amir Hermelin
Chief Technology Officer
Recent News
2026-01-06
Company data provided by crunchbase