Role Description Are you ready to take your sales career to the next level by leading one of FICO’s most critical client accounts? This role is your chance to lead a cornerstone account for a global leader in analytics and decisioning technology. You’ll have the opportunity to shape the future of a premier client’s business while achieving significant personal and professional growth. With over 60 years of consistent growth, FICO’s world-class solutions empower thousands of businesses worldwide to make smarter fraud, risk, and customer management decisions. - Strategic Leadership: Build and nurture relationships with C-suite and senior client stakeholders to uncover and address their most critical business challenges, demonstrating the value of FICO’s solutions at every turn. - Solution Innovation: Collaborate with internal teams across sales, product, delivery, and marketing to design tailored, enterprise-grade solutions that align with client needs and long-term strategies. - Complex Deal Structuring: Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO’s footprint within the account. - Client Advocacy: Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands. - Business Growth: Develop and execute comprehensive business plans that drive account expansion and long-term profitability, while achieving quarterly and annual sales targets with significant upside potential. - Market Leadership: Represent FICO as a trusted advisor, staying ahead of industry trends and positioning the company as the go-to partner for advanced analytics and decisioning solutions. Qualifications - Proven Senior-Level Experience: Demonstrated success in building and managing strategic relationships with senior executives, particularly within large financial institutions. - Enterprise Solution Sales Expertise: A track record of structuring and closing complex, multi-million-dollar deals, including SaaS-based solutions that expand existing offerings or integrate into larger solution bundles. - Industry Knowledge: Deep familiarity with banking, credit risk, fraud prevention, account management, or consumer lending. Experience in applying technologies such as machine learning, AI, decision management, and optimization is highly desirable. - Strategic Vision and Execution: Ability to craft and execute joint business plans that align with client objectives and FICO’s strategic priorities. - Growth Mindset: A passion to learn and educate customers and FICO colleagues through presentations and conversations. Strong soft skills, and a genuine interest in people and a desire to help them be wildly successful. - Resiliency: Able to maintain focus and effectiveness under pressure, adaptable to change, and recover quickly from setbacks. - Collaborative Leadership: A team-oriented mindset that values collaboration and leverages the collective strengths of colleagues to deliver exceptional results. - Travel Flexibility: Willingness to travel up to 50% to maintain a close partnership with the client and foster meaningful, face-to-face interactions. - Educational Foundation: Bachelor’s degree in business, technology, or a related discipline, or equivalent commercial experience. Benefits - 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. Company Description 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. - 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!

• Team Leadership & Talent Development • Lead, mentor, and develop a team of 8-10 world-class sourcing professionals through visible leadership and active career coaching • Recruit, develop, rotate, and retain top Sourcing & Procurement talent by analyzing individual strengths and creating actionable career development plans • Foster an inclusive and collaborative team culture that delivers sustainable operational excellence across pursuit activities • Actively participate in talent Supply/Demand initiatives through networking, mentoring, and identifying internal and external candidates • Strategic Sourcing & Solution Development • Develop and lead complex short-term and longer-term sourcing strategies for pursuit activities, effectively managing supplier networks to deliver best-in-class performance • Provide strategic vision for all pursuit-related Sourcing & Procurement aspects, including best practices and innovation that differentiate JLL in the marketplace • Partner closely with Sales, Pricing, and Account leadership teams to develop innovative third-party solutions and competitive pricing strategies • Prioritize and manage multiple sourcing initiatives based on pipeline requirements, ensuring optimal resource allocation and accountability for deliverables • Stakeholder Engagement & Executive Relationship Management • Establish and maintain relationships with key stakeholders including Sales leadership, Sourcing & Procurement teams, Corporate Legal & Risk Management, and Finance Directors • Lead and actively participate in strategy sessions with senior client and internal leadership teams • Work directly with executive leadership to manage expectations and ensure alignment between pursuit sourcing strategies and business objectives • Ensure all Sourcing solutions support relevant commercial commitments • Risk Management & Compliance Oversight • Identify risks and opportunities to stakeholders and recommend strategies to achieve company goals while mitigating risk • Own sourcing compliance and controls across all pursuit activities • Ensure all sourcing technology tools are leveraged effectively across pursuit engagements • Performance Management & Continuous Improvement • Monitor team performance against established KPIs and communicate results to business leadership • Drive innovation in sourcing processes and programs that create measurable value and competitive positioning • Business Development Support • Develop proactive go-to-market solutions that enhance JLL's competitive positioning in pursuits • Support supply partner growth initiatives and strategic relationship development to expand sourcing capabilities

• Drives sales results to enhance the promotion of BMO Life Assurance product and services to managing general agencies (MGAs) and brokers. • Shares feedback on the product, processes, etc. to internal stakeholders to ensure continual enhancement of the insurance offer. • Consults with MGAs to promote BMO Life Assurance product and services to their brokers, including determining the application of the sales strategy for sales calls to prospect MGAs and brokers. • Supporting existing relationships with current MGAs and brokers. • Meeting with MGAs and brokers to promote products and attain sales objectives. • Conducting seminars and workshops, providing case support to obtain business, requesting special quotes and identifying potential new MGAs and brokers. • Attends and participates in regional industry events to promote BMO Life Assurance products and services, and enhances the overall reputation of the company. • Contacts MGAs and brokers within assigned region to promote product and services, and increase overall business results. • Identifies emerging issues and trends to inform decision-making. • Discusses sophisticated insurance concepts based on customer scenarios with MGAs and brokers to demonstrate the benefit of BMO Life Assurance products. • Shares sophisticated insurance concept solutions to leverage success across the regional team. • Develops solutions and makes recommendations based on an understanding of the business strategy and stakeholder needs. • Provides advice and guidance to assigned business/group on implementation of solutions. • Conducts independent analysis and assessment to resolve strategic issues. • Supports the execution of strategic initiatives in collaboration with internal and external stakeholders. • Builds effective relationships with internal/external stakeholders. • Ensures alignment between stakeholders. • Designs and produces regular and ad-hoc reports, and dashboards. • Provides monthly reporting of sales results for MGAs and brokers, and generate discussions on more productive business development opportunities. • Breaks down strategic problems, and analyses data and information to provide insights and recommendations. • Provides input into the planning and implementation of operational programs. • Provides insurance quotations. • Provides technical support on products, illustration software and other tools. • Manages the special quote process ensuring that the response is received according to the desired timeline. • Manages large case process to build the overall regional business. • Expedites application as much as possible. • Answers questions about insurance concepts. • Identifies business needs, designs/develops tools and training programs; may include delivery of training to audiences. • Supports the achievement of the business plan within the designated region. • Supports the delivery of the desired client experience to MGAs and brokers to enhance business opportunities. • Collaborates effectively with internal stakeholders to build capability and drive business growth. • Focus is primarily on business/group within BMO; may have broader, enterprise-wide focus. • Exercises judgment to identify, diagnose, and solve problems within given rules. • Works independently on a range of complex tasks, which may include unique situations. • Broader work or accountabilities may be assigned as needed. • Take measured risks while protecting the bank by applying our Risk Management Framework in the execution of your role, in line with our Risk Culture and within our approved Risk Appetite, making sound and risk informed decisions that align to business strategy, protect assets, and adhere to applicable policy documents (Frameworks, Policies, Standards, Procedures and Supporting documents), laws and regulations.

Role Description This role is responsible for driving growth across Mastercard Services within the Commercial B2B Specialty Co Brand portfolio, partnering closely with cross functional teams and senior client stakeholders to originate, shape, and close revenue opportunities. Mastercard Services delivers solutions across Business & Market Intelligence, Customer Acquisition & Engagement, Security Solutions, and Open Finance. - Lead sales calls and new client development across all three lines of Advisors Business for an assigned set of accounts focused on B2B/Commercial payments. - Contributor to the Commercial & Alternative Payments Practice. - Deliver against sales targets for existing accounts and/or contribute to Mastercard deal bids. - Capture senior and mid-level clients’ implicit business needs in addition to articulated requests, and identify most critical aspects of the problem. - Translate objectives into key hypotheses and structure work for large/complex projects or ill-defined problems. - Contribute to formal and informal pitches, from “storyboarding” through face-to-face presentation. - Create succinct, persuasive written materials tailored to the “level” of the audience. - Contribute to project delivery, quickly identifying shortcomings in projects and take remedial action. - Manage complete capture of assignment knowledge and drive to ensure it is available firm-wide (knowledge management). - Contribute as a thought leader to the development of intellectual capital, point of views, articles, and blogs. - Leverage deep knowledge of all the Mastercard Services capabilities and how they fit together to offer new innovative solutions. Qualifications - Undergraduate degree required. - MBA or relevant post graduate degree recommended. Requirements - Extensive experience in management consulting firm and/or experience in relevant industry preferably including knowledge of B2B payment business. - Demonstrates the ability to initiate and develop a sale. - Demonstrated ability to navigate multiple silos and influence stakeholders in corporate environments. - Excellent verbal and written communication skills. - Excellent analytical skills, including ability to frame the customer’s opportunity in financial terms (i.e. value quantification). - Ability to think from the perspective of the customer. - Ability to gain consensus with others and coordinate team of subject matter experts around goal. - Ability to multi-task in a fast-paced, deadline-driven environment. - Advanced Word, Excel and PowerPoint skills. Benefits - Competitive base salary with eligibility for an annual bonus or commissions depending on the role. - Insurance (including medical, prescription drug, dental, vision, disability, life insurance). - Flexible spending account and health savings account. - Paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave). - 80 hours of Paid Sick and Safe Time. - 25 days of vacation time and 5 personal days, pro-rated based on date of hire. - 10 annual paid U.S. observed holidays. - 401k with a best-in-class company match. - Deferred compensation for eligible roles. - Fitness reimbursement or on-site fitness facilities. - Eligibility for tuition reimbursement. - Benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.