Telco Partner – GTM Lead

🕒 August 18

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

🎁 Product Marketing

👻 Ghost score 20%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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 net-new Tech Mahindra Telco accounts • Pursue new-business opportunities by engaging economic buyers including CRO, CFO, COO, and CEO stakeholders • Lead with FICO’s Collections and decisioning capabilities • Generate, qualify, and convert leads through joint prospecting, account planning sessions, and co-sell campaigns • Build a repeatable Telco sales playbook covering use-case positioning, commercial models, and proof points across EMEA, NORAM, LATAM, and APJ • 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 to drive enablement, joint pipeline, and revenue materialisation 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, BSS/OSS environments, and 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 • Able to produce executive-ready account plans, deal briefs, and QBR packs independently • London-based with willingness to travel across EMEA and internationally

🏖️ Benefits

• Highly competitive compensation, benefits and rewards programs • Work/life balance • Employee resource groups • Social events • Valuable learning experiences and professional development opportunities • Inclusive, people-first work environment