Partner Account Manager – International Processors

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FICO

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1956

💸 Finance

🤖 Artificial Intelligence

☁️ SaaS

Finance • Artificial Intelligence • SaaS

FICO is a leading analytics and software company renowned for its FICO® Score, a tool widely used by lenders to assess credit risk. The company offers a comprehensive platform that leverages data, AI, and machine learning to power intelligent decision-making and customer engagement across various industries. FICO's solutions span fraud detection, credit scoring, and customer lifecycle management, making it vital to sectors such as finance and telecommunications. Its innovative products help businesses optimize outcomes through real-time analytics, business composability, and scenario management.

📋 Description

• Creates and executes strategic business plans for assigned partners by evaluating market opportunities, partner objectives, financial performance, executive priorities, and FICO's differentiated value proposition to drive long-term growth. • Have existing and/or build relationships with C-Suite and Senior Level executives at assigned key Partner organizations to understand their goals and objectives and how to leverage FICO Intellectual Property to help them achieve those goals. • 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. • Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver partner satisfaction while driving partner-led revenue growth. • Actively engages in and pursues the sale of FICO Software 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. • Identifies and translates compelling join solutions leveraging FICO Software that can be scaled via our Financial Services partners to create partner-led growth and 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 software. • Acts as a representative of FICO at partner conferences, industry conferences and association meetings. • Maintains in-depth knowledge of FICO Software & product offerings and how they can be leveraged across the Financial Services industry.

🎯 Requirements

• Access to and/or relationships with C-Suite and Senior level executives at Partners in the payments industry to collaboratively work together to achieve growth objectives. • Demonstrable experience in identifying and establishing relationships within assigned key Partner. • 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 SaaS channel distribution environment, an advantage would be previous experience in transaction-based and revenue share-based pricing strategies. • Ability to build now, near and future joint-business plans with key Partners. • Demonstrated ability to craft and sell multi-million-dollar client value propositions to “C-suite” executives. • Direct experience in selling SaaS solutions which either significantly expands the footprint of existing solution offerings or bundle products into a larger solution sale. • 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 Financial Services market trends and specific needs/issues of target partners, coupled with the demonstrated capacity to establish linkages between these needs and FICO Software. • 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 across the globe. • 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 software solutions. • Experience creating teaming relationships and 3rd party alliances. • Proven ability to deliver financial results and outstanding client satisfaction. • Ability to travel worldwide significantly to be actively engaged with your Partner on a regular basis.

🏖️ 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 recognised for doing so. • An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.