Solution Sales Executive – GSI Partner

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FICO

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1956

💼 Consulting

🛡️ Insurance

🏥 Healthcare

Consulting • Insurance • Healthcare

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

• Build and grow FICO’s relationship with Accenture within the UK • Grow software annual recurring revenue (ARR) and the Center of Excellence (CoE) through joint value propositions • Collaborate with Accenture and FICO teams to research, shape, and drive solution engagements from identification to close • Build credible relationships with Accenture using FICO’s analytics and decision management competencies • Serve as senior relationship executive for the alliance and manage Accenture and FICO sales, pre-sales, technology, and professional services delivery teams • Create joint value propositions with Accenture to sell FICO solutions and Accenture services to end customers • Generate, qualify, and convert new leads through networking, prospecting, and sales campaigns • Work with Product Management to productize repeatable custom work and package intellectual property as products • Manage multiple sales engagements end-to-end, from pipeline development through contract negotiations • Initiate and oversee co-marketing and co-sales campaigns with Accenture • Represent FICO at Accenture conferences, industry conferences, and association meetings • Maintain in-depth knowledge of FICO solutions and product offerings • Build relationships with senior business and technology client stakeholders • Identify decision-management problems and articulate FICO platform capabilities • Craft and execute a comprehensive partner business plan • Manage partner pipelines and align them with internal forecasting cycles • Identify new business opportunities and link target client needs to FICO solutions

🎯 Requirements

• Demonstrable experience building new partnerships with Accenture to drive training, enablement, and revenue • Deep consultative selling experience and executive relationships in relevant industries, preferably technology or decision science • Ability to explain high-level technical architecture designs, capabilities, deployment, and integration technologies • Strong understanding of pricing in a channel distribution environment • Transaction-based and revenue-share pricing experience is advantageous • Ability to craft a comprehensive partner business plan • Demonstrated ability to craft and sell multimillion-dollar client value propositions to C-suite executives • Experience selling solutions that expand existing product footprints or bundle products into larger solution sales is advantageous • Proven success identifying new business opportunities in direct and channel selling environments • Experience managing partner pipelines and aligning them with internal forecasting cycles • Expert understanding of market trends and target client needs • Ability to link client needs to FICO solutions and identify opportunities outside traditional offerings • Entrepreneurial drive and sense of urgency • Strong collaboration, problem-solving, influencing, and organizational skills • Ability to apply disciplined sales structure to complex deals with varying close cycles • Excellent communication and professional presentation skills • Strong creative orientation and ability to craft innovative solutions • Experience building teaming relationships and third-party alliances • Proven track record of delivering financial results and outstanding client satisfaction • Ability to travel

🏖️ Benefits

• Competitive compensation, benefits and rewards programs • Work/life balance • Employee resource groups • Social events • Valuable learning experiences • Professional development opportunities • Inclusive, diverse and collaborative work environment