• Manage and develop a territory of top US mortgage lenders driving adoption and performance of FICO’s direct license program. • Promote adoption of FICO’s latest best-in-class mortgage analytics such as FICO Score 10T, UltraFICO and FSMS. • Maintain a sales pipeline within the CRM system tracking performance to ensure we achieve established KPIs/KPMs. • Develop coaches and champions across the enterprise by articulating the value of FICO analytics to originators, capital markets, risk, analytics and technology teams within your client accounts. • Conduct executive-level presentations and client consultations to demonstrate ROI, competitive advantages, and positioning of FICO scores across various mortgage products and origination cycles. • Develop comprehensive account plans to maximize revenue opportunities and identify cross-sell/up-sell initiatives in collaboration with sales executives. • Lead seamless onboarding processes for new mortgage originators adopting FICO products, establishing success metrics and monitoring initial adoption against KPMs. • Conduct regular business reviews to assess performance against client objectives, review transactional activity, and communicate material changes to internal teams. • Understand lender origination volumes, market position, strategic initiatives, and contractual levers to identify revenue growth opportunities. • Serve as escalation point for technical issues and service delivery concerns while supporting change management initiatives to ensure positive client experience. • Showcase new product features from releases and capture client requests for integration into product roadmap development. • Attend industry networking events and trade shows to expand FICO's presence within the mortgage market. • Track market trends, competitor activities, and industry regulations, relaying strategic insights to team and broader FICO organization. • Identify new opportunities for FICO scores within various stages of the mortgage origination cycle and present findings to clients. • Stay current on mortgage industry regulations, products, and best practices through ongoing education and professional development.

• Responsible for the technical relationship with our largest enterprise customers • Drive customer adoption and value realization with our platform • Collaborate with Account Executives to articulate technical benefits • Lead the customer journey from onboarding to value realization • Monitor adoption and address any hurdles • Lead personalized training sessions and create resources for users • Engage proactively with customers to mitigate churn risks

• Own the end-to-end customer lifecycle for a portfolio of mid-to-large accounts, driving adoption, outcomes, renewals, and expansion • Partner with customers to define success criteria, align on business objectives, and build actionable, outcome-oriented success plans • Proactively monitor customer health, identify risks and opportunities, and lead mitigation and renewal strategies in partnership with Sales • Quantify and communicate customer value and ROI through business reviews, executive-ready presentations, and ongoing success metrics • Drive adoption of Gainsight solutions by advising customers on best practices, use cases, and optimization opportunities • Collaborate cross-functionally with Sales, Product, Support, and Services to deliver a cohesive, high-impact customer experience • Share customer insights internally to influence product direction, services strategy, and go-to-market improvements

• Own the end-to-end customer relationship post-sale, from onboarding through renewal and expansion. • Conduct regular business reviews (QBRs) and check-ins to monitor client health, usage, and satisfaction. • Serve as the voice of the customer internally, collaborating with Product, Sales, and Support to resolve issues and drive improvements. • Deliver tailored training sessions and product walkthroughs for clients across varying levels of technical sophistication. • Identify upsell and cross-sell opportunities within your portfolio and collaborate with Sales Executives to convert them. • Monitor client engagement metrics and proactively address signs of churn risk. • Assist clients in understanding blockchain analytics concepts, compliance workflows, and platform best practices. • Support clients in Korea, leveraging cultural and regional knowledge to build trusted relationships. • Maintain accurate records of client interactions, health scores, and account plans in CRM systems (HubSpot).