[Hiring] GSI Partner Account Manager @FICO

Role Description

GSI Partner Account Managers (PAMs) combine industry knowledge, senior relationship building skills, and a solutions-based, consultative-selling approach to grow FICO’s relationship with Accenture within North America. The primary objective is to grow software annual recurring revenue (ARR) and the Center of Excellence (CoE) through the creation of joint value propositions leveraging FICO’s industry leading AI decisioning technology. The role includes collaborating with Accenture and FICO teams to research, shape, and drive solution engagements from identification to close. By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions within a channel distribution environment.

What You’ll Contribute

• Leverages knowledge of FICO’s core competencies in analytics and decision management to build highly credible relationships with Accenture.
• Serves as the senior relationship executive for the Alliance managing both Accenture and FICO teams including sales, pre-sales, technology, and PS delivery groups to execute on the joint Business Plan.
• Actively engages in and pursues the creation of joint value propositions with Accenture to result in the sale of FICO solutions and Accenture services to end customers.
• Generates, qualifies and converts new leads through networking and prospecting and executing sales campaigns.
• Works with Product Management to productize some portion of custom work that is repeatable and has IP that may be packaged in the form of a product.
• Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.
• Initiates and oversees co-marketing and co-sales campaigns with Accenture to drive adoption and revenue growth.
• Acts as a representative of FICO at Accenture conferences, industry conferences and association meetings.
• Maintains in-depth knowledge of FICO solutions & product offerings.

Qualifications

• Demonstrable experience in building new partnerships with Accenture to drive training, enablement and ultimately revenue materialization.
• Possesses deep consultative selling experience and executive relationships in relevant industry (e.g., financial services) preferably with an emphasis in the technology or decision science arena.
• Strong understanding of pricing in a channel distribution environment; previous experience in transaction-based and revenue share-based pricing strategies is an advantage.
• Ability to craft a comprehensive partner business plan.
• Demonstrated ability to craft and sell multimillion dollar client value propositions to “C-suite” executives.
• Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundles products into a larger solution sale is an advantage.
• Proven success identifying new business opportunities in direct and channel selling environments, with experience managing partner pipelines to ensure alignment with internal forecasting cycles.
• Expert understanding of market trends and target client needs, with a demonstrated ability to link those needs to FICO solutions and identify opportunities outside of traditional offerings early in the sales cycle.
• Entrepreneurial drive and sense of urgency balanced with strong collaboration, problem-solving, and influencing skills; able to apply disciplined sales structure to complex deals with varying close cycles.
• Excellent communication, professional presentation, and organizational skills, with strong creative orientation and the ability to craft innovative solutions.
• Experience building teaming relationships and 3rd party alliances, with a proven track record of delivering financial results and outstanding client satisfaction.
• Ability to travel.

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.
• The targeted base pay range for this role is: $91,000 to $143,000 with this range reflecting differences in candidate knowledge, skills and experience.