Partner Account Manager

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 90+ countries make better decisions. Join our world-class team today and fulfill your career potential
What You'll Do
- Leverages the above details, and knowledge of FICO's core competencies in analytics, software development and data management to build highly credible relationships with assigned partners and target partners.
- Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and PS delivery groups to deliver partner satisfaction and revenue growth.
- Actively engages in and pursues the sale of FICO solutions to drive towards the successful negotiation and close of assigned business via channel partners.
- Generates, qualifies, and converts new leads through networking and prospecting and executing sales campaigns at existing partners and target partners.
- Identifies and translates compelling solutions that can be scaled via our Processor partners that drive tangible and significant client value (ROI) at the end client level, partner level, and FICO level. Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities.
- Simultaneously manages the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations.
- Initiates and oversees co-marketing and co-sales campaigns with Partners to drive adoption and revenue growth from installed products
- Acts as a representative of FICO at partner conferences, industry conferences and association meetings.
- Maintains in-depth knowledge of FICO solutions & product offerings
What We're Seeking
- Demonstrable experience in establishing new channel partner relationships, from prospect identification and qualification to commercial and contractual onboarding, 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, an advantage would be previous experience in transaction-based and revenue share based pricing strategies.
- Ability to craft a comprehensive partner business plan. Demonstrated ability to craft and sell multi-million dollar client value propositions to "C-suite" executives. Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale an advantage.
- Proven success in identifying new business opportunities in a direct and channel selling environment.
- Experience managing partner pipelines to ensure alignment with internal forecasting cycles.
- Expert understanding of market trends and specific needs/issues of target clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO solutions.
- Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.
- Entrepreneurial style, drive, and sense of urgency, coupled with the ability to work well with others as part of a solution team. Strong problem-solving and influencing skills.
- Excellent communication, professional presentation, and process/organizational skills, as well as strong creative orientation and the ability to craft innovative solutions.
- Experience creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction.
- Fluent in English, Spanish and/or Portuguese
- Ability to travel significantly
Our Offer to You
- Flexible working practices, a lucrative base salary and bonus package, enhanced family leave policies
- A culture and work environment strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
- The opportunity to make a difference by leveraging your unique strengths.
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, predictive and prescriptive modeling, and much more.
FICO makes a real difference in the way businesses operate worldwide:
- Credit Scoring — 150+ billion FICO Scores have been sold to date, making it the most used credit score in the world.
- Fraud Detection and Security — 2.6+ billion payment cards globally are protected by FICO fraud systems.
- Lending — 3/4 of US mortgages are approved using the FICO Score.
- Anti-Money Laundering — our solutions check more than half a billion transaction

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