Senior Director, OEM Captive Finance – Auto at Fair Isaac in Work from Home

Job description

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 Want to shape how the world's largest automakers finance their customers? Join the FICO® Score Auto Industry Practice as our lead for OEM captive finance companies. Reporting to the VP of Auto Industry Practice, you will lead FICO's strategy and look after our relationships across the captive segment. Your work will protect and grow FICO® Score adoption in one of auto finance's most influential channels. Captives set credit policy, fund dealer networks, and issue some of the largest auto ABS programs in the market. The right candidate understands that influence. They turn it into lasting partnerships and help define FICO's future in auto finance. What You’ll Contribute Look after a portfolio of top OEM captive finance companies as their trusted partner. Drive adoption and growth of FICO® Scores across retail, lease, and dealer programs. Build and execute multi-year account strategies with clear segmentation, positioning, and growth targets. Build C-level trust with captive leaders across credit risk, originations, pricing, capital markets, and dealer operations. Position FICO® Scores as the industry standard. Promote adoption of FICO's latest auto analytics, including FICO® Auto Scores and the newest FICO® Score versions. Deliver executive presentations that show ROI and competitive advantage across captive programs, including sub vented and incentive programs, lease, and tiered credit. Understand each captive's origination volumes, OEM sales priorities, funding strategy, and contract levers. Use them to find revenue growth and cross-sell opportunities. Work closely with FICO capital markets and ABS experts to drive FICO® Score use across captive ABS programs, where score standards shape investor and rating agency requirements. Resolve complex client challenges with recommendations on contracting, pricing, and service delivery. Leverage FICO experts in scores, analytics, and capital markets across a matrixed sales organization. Lead business reviews that track performance against client goals and flag material changes to internal teams. Keep a disciplined pipeline in CRM and track results against set KPIs. Serve as a strategic advisor to the VP of Auto. Bring captive market insight and competitive intelligence to the FICO® Scores Leadership Team. Provide thought leadership through client engagements, industry events, and executive briefings. Help build the captive segment over time, with the opportunity to grow and lead a team as the business scales. What We’re Seeking Bachelor's degree required. MBA or advanced degree preferred. Experience in a key decision-making role at an OEM captive finance company. 10+ years of experience in auto finance, credit risk, or financial services sales and strategy. Deep background in credit strategy, credit risk, risk-based pricing, or business strategy, with a proven track record of using credit scores to advance captive lending objectives. Established relationships with senior leaders at captive finance companies and a strong network across the OEM and dealer ecosystem. Progressive leadership experience in auto finance, with proven success delivering enterprise solutions with lenders and automotive dealers. Expert consultative selling skills and the ability to turn complex, ambiguous business problems into tailored solutions. Experience building account plans and driving revenue growth in a matrixed, collaborative environment. Outstanding executive presence, with strong storytelling, negotiation, and relationship skills. Working knowledge of captive funding models, including auto ABS strongly preferred. Strong analytical skills and experience developing market insight and competitive positioning. Ability to travel 25% to 35% for client meetings, industry conferences, and planning sessio