Manager of Value Messaging
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
'We're seeking a strategic Manager of Value Messaging who will play a pivotal role in defining and executing initiatives that drive our go-to-market success. This position requires someone who can take ownership and deliver complex business strategies into actionable sales frameworks while managing multiple cross-functional projects. You'll be responsible for the implementation, governance and lifecycle management of initiatives that have a significant impact across our Sales Organization.' - Hiring Manager
What You'll Do
Drive adoption of FICO's sales process, following the MEDDPICC methodology, across all sales teams, ensuring consistent execution and adherence to best practices.
Customize methodology guidance for different sales motions, product lines, and market segments while continuously refining our approach based on field feedback and performance data.
Lead Go-to-Market initiatives, particularly around AI-powered solutions, partnering with Product, Marketing, and Sales leadership to develop supporting messaging frameworks.
Translate high-level business strategy into clear, executable sales processes and guidance.
Manage complex, time-sensitive projects including rapid customization of marketing materials for specific customer opportunities.
Coordinate with internal teams and oversee entire project lifecycle from initial request through final delivery, whether digital distribution or print production.
Ensure stakeholder alignment and manage competing priorities across multiple concurrent initiatives.
Create and maintain comprehensive assets including playbooks, training simulations, and presentation templates that enable sellers to effectively apply methodology in customer engagements.
Ensure all materials remain current and aligned with product strategy and market positioning.
Develop value messaging and narratives that clearly articulate FICO's competitive differentiation for high-stakes customer engagements, strategic deals, and executive-level meetings.
Customize standard messaging for specific customer contexts and deal requirements.
Serve as the organizational expert on sales methodology, messaging, and execution standards while providing guidance and thought leadership on sales effectiveness best practices.
Identify opportunities to leverage AI tools and technologies to improve organizational efficiency.
What We're Seeking
4-6+ years of experience in sales enablement, sales operations, center of excellence, or customer-facing roles with demonstrated experience developing and implementing sales methodologies or operational frameworks.
Hands-on experience creating, scaling, and operationalizing sales methodologies with proven ability to drive adoption of standards and best practices across distributed teams.
Deep understanding of sales processes, pipeline management, and revenue operations.
Exceptional written and verbal communication skills with experience presenting to senior leadership and ability to translate complex concepts into clear, actionable guidance.
Strong attention to detail with consistent delivery of high-quality, accurate work.
Proven success working in matrix organizations across global teams with strong project management capabilities including vendor coordination, timeline management, and stakeholder communication.
Experience managing urgent requests and competing priorities while maintaining quality standards and working effectively with creative teams, production vendors, and digital asset management systems.
Self-directed with ability to work independently, take ownership of initiatives, and operate in ambiguous environments while bringing structure to complex challenges.
Proactive approach to identifying process improvements and operational efficiencies.
Extra credit: Add a # next to your favorite cookie on your resume.
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.
The targeted base pay range for this role is: $75,000 to $117,000 with this range reflecting differences in candidate knowledge, skills and experience.
#LI-AJ1
#LI-Remote
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
About the job
Apply for this position
Manager of Value Messaging
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
'We're seeking a strategic Manager of Value Messaging who will play a pivotal role in defining and executing initiatives that drive our go-to-market success. This position requires someone who can take ownership and deliver complex business strategies into actionable sales frameworks while managing multiple cross-functional projects. You'll be responsible for the implementation, governance and lifecycle management of initiatives that have a significant impact across our Sales Organization.' - Hiring Manager
What You'll Do
Drive adoption of FICO's sales process, following the MEDDPICC methodology, across all sales teams, ensuring consistent execution and adherence to best practices.
Customize methodology guidance for different sales motions, product lines, and market segments while continuously refining our approach based on field feedback and performance data.
Lead Go-to-Market initiatives, particularly around AI-powered solutions, partnering with Product, Marketing, and Sales leadership to develop supporting messaging frameworks.
Translate high-level business strategy into clear, executable sales processes and guidance.
Manage complex, time-sensitive projects including rapid customization of marketing materials for specific customer opportunities.
Coordinate with internal teams and oversee entire project lifecycle from initial request through final delivery, whether digital distribution or print production.
Ensure stakeholder alignment and manage competing priorities across multiple concurrent initiatives.
Create and maintain comprehensive assets including playbooks, training simulations, and presentation templates that enable sellers to effectively apply methodology in customer engagements.
Ensure all materials remain current and aligned with product strategy and market positioning.
Develop value messaging and narratives that clearly articulate FICO's competitive differentiation for high-stakes customer engagements, strategic deals, and executive-level meetings.
Customize standard messaging for specific customer contexts and deal requirements.
Serve as the organizational expert on sales methodology, messaging, and execution standards while providing guidance and thought leadership on sales effectiveness best practices.
Identify opportunities to leverage AI tools and technologies to improve organizational efficiency.
What We're Seeking
4-6+ years of experience in sales enablement, sales operations, center of excellence, or customer-facing roles with demonstrated experience developing and implementing sales methodologies or operational frameworks.
Hands-on experience creating, scaling, and operationalizing sales methodologies with proven ability to drive adoption of standards and best practices across distributed teams.
Deep understanding of sales processes, pipeline management, and revenue operations.
Exceptional written and verbal communication skills with experience presenting to senior leadership and ability to translate complex concepts into clear, actionable guidance.
Strong attention to detail with consistent delivery of high-quality, accurate work.
Proven success working in matrix organizations across global teams with strong project management capabilities including vendor coordination, timeline management, and stakeholder communication.
Experience managing urgent requests and competing priorities while maintaining quality standards and working effectively with creative teams, production vendors, and digital asset management systems.
Self-directed with ability to work independently, take ownership of initiatives, and operate in ambiguous environments while bringing structure to complex challenges.
Proactive approach to identifying process improvements and operational efficiencies.
Extra credit: Add a # next to your favorite cookie on your resume.
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.
The targeted base pay range for this role is: $75,000 to $117,000 with this range reflecting differences in candidate knowledge, skills and experience.
#LI-AJ1
#LI-Remote
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