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

• GSI Solution Sales Executives (SSE’s) combine industry knowledge, senior relationship building skills, and a solutions-based, consultative-selling approach to grow FICO’s relationship with Accenture within North America • The role includes collaborating with Accenture and FICO teams to research, shape, and drive solution engagements from identification to close • By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions within a channel distribution environment • Serves as the senior relationship executive for the Alliance managing both Accenture and FICO teams including sales, pre-sales, technology, and PS delivery groups to execute on the joint Business Plan • Actively engages in and pursues the creation of joint value propositions with Accenture to result in the sale of FICO solutions and Accenture services to end customers • Generates, qualifies and converts new leads through networking and prospecting and executing sales campaigns • Works with Product Management to productize some portion of custom work that is repeatable and has IP that may be packaged in the form of a product • Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations • Initiates and oversees co-marketing and co-sales campaigns with Accenture to drive adoption and revenue growth • Acts as a representative of FICO at Accenture conferences, industry conferences and association meetings • Maintains in-depth knowledge of FICO solutions & product offerings • Build relationships with senior client stakeholders in Business and Technology to gain insights into their most urgent decision management related problems while articulating FICO’s platform capabilities

🎯 Requirements

• Demonstrable experience in building new partnerships with Accenture to drive 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 • Able to explain High Level Technical Architecture Designs, capabilities involved, deployment and integration technologies • 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 multimillion dollar client value propositions to “C-suite” executives • Proven success identifying new business opportunities in direct and channel selling environments, with experience managing partner pipelines to ensure alignment with internal forecasting cycles • Expert understanding of market trends and target client needs, with a demonstrated ability to link those needs to FICO solutions and identify opportunities outside of traditional offerings early in the sales cycle • Ability to travel

🏖️ Benefits

• Highly competitive compensation • Benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so • An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie • Opportunities to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences