Telco Partner – GTM Lead

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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

• Serve as the senior GTM leader for the FICO–Tech Mahindra Telco alliance • Manage both organisations’ sales, pre-sales, and delivery teams to execute the joint business plan • Build and maintain joint account plans for target Telco accounts • Drive pipeline from existing mutual relationships and new Tech Mahindra Telco accounts • Engage economic buyers and pursue new-business opportunities beyond traditional IT contacts • Generate, qualify, and convert leads through joint prospecting, account planning, and co-sell campaigns • Build a repeatable Telco sales playbook covering use-case positioning, commercial models, and proof points • Manage pipeline governance, Salesforce hygiene, weekly activity reporting, and quarterly business reviews • Enable Tech Mahindra Telco account managers on FICO’s solution portfolio • Represent FICO at industry events, client briefings, and Tech Mahindra internal reviews • Initiate and oversee co-marketing and co-sell campaigns to drive Telco adoption and revenue growth

🎯 Requirements

• Demonstrable experience managing a major GSI or systems integrator partnership in the Telco vertical • Deep consultative selling experience and executive relationships at CRO, CFO, COO, or CEO level within global Telco operators • Proven ability to open new buying centres beyond IT • Experience selling complex platform software with a services wrap • Credit risk, fraud risk, decisioning, analytics, or revenue assurance solutions strongly preferred • Ability to craft and execute a comprehensive joint business plan in a two-organisation environment • Demonstrated success selling multi-million-dollar value propositions to C-suite executives • Familiarity with Telco commercial structures and BSS/OSS environments • Knowledge of channel distribution pricing models, including ARR, services multipliers, and revenue share arrangements • Disciplined pipeline management using MEDPICC or equivalent • Experience maintaining Salesforce hygiene and driving accurate forecasting in a partner-led sales environment • Entrepreneurial drive and senior executive presence • Outstanding communication and presentation skills • Ability to produce executive-ready account plans, deal briefs, and QBR packs independently • London-based with willingness to travel across EMEA and internationally

🏖️ Benefits

• Inclusive culture reflecting FICO’s core values • Professional development and valuable learning experiences • Competitive compensation, benefits and rewards programs • Work/life balance • Employee resource groups • Social events • Support to develop skills and grow your career