FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 90+ countries make better decisions. Join our world-class team today and fulfill your career potential!
The Opportunity
"If you are a motivated, strategic thinker with a proven track record in solution selling to partners and third party alliances, we welcome you to be a vital contributor to our expanding business. Join us in creating impactful partnerships and driving the adoption of FICO's advanced analytics and software solutions to address critical business challenges. With more than 60 years of stable growth, FICO’s world-class decisioning and analytic solutions support smarter fraud, risk, marketing and customer management decisions for thousands of businesses worldwide. As a New Business Sales Partner, you’ll be responsible for hunting, cultivating and closing new business opportunities related to FICO’s Platform supporting the Partner & Alliances team globally." - Senior Director, Sales Management.
What You’ll Contribute
* Share expertise and thought leadership in Decisioning, Analytics, Rapid Application Development and Optimization with clients so they can leapfrog the competition leveraging FICO’s cutting-edge technology platform capabilities.
* Build relationships with senior client stakeholders within our partners ecosystems globally to gain insights into their most urgent decision management related business problems while articulating FICO’s platform capabilities.
* Research and shape potential solution opportunities through collaborative engagement with internal Key Account Managers, Domain Experts and Solution Implementation Consultants to formulate and effectively position solution proposals.
* Create comprehensive client business plans and engage in complex deal structuring and negotiations to protect existing business and win new deals.
* Ensure clients are delighted with solutions purchased to create win-win relationships that are long-term, expanding, and profitable.
* Collaborate across internal functions including Global Solution Architecture, Product Development and Professional Services to shape a cohesive sales effort that educates our customers on the tremendous business value the FICO Platform delivers.
* Manage sales to quarterly and annual targets, with significant earnings upside when targets are exceeded.
What We’re Seeking
* Bachelor’s degree in computer or software engineering or a science-based discipline, or equivalent experience developed in a commercial environment.
* Strong track record building relationships with “C-Suite” clients in UK and EMEA by combining an understanding of the client’s industry and shared business challenges along with knowledge of complex analytic solutions.
* Strong Technical or architecture background.
* Demonstrated success structuring and selling complex, enterprise software solutions to large clients in financial services/banking, insurance, telecommunications, auto finance and manufacturing.
* Knowledge or experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Authentication/Fraud is a plus.
* Technical and business familiarity with data management, contextual profiling, data streaming, decision management, reject Inference, orchestration, Machine Learning, Artificial Intelligence, Simulation, Optimization, Analytics (PMML, R, Python, SAS), Cloud deployments and/or API Integration.
* Passion to learn and educate colleagues and customers through presentations, and conversations. Strong listening skills and a genuine interest in clients’ needs to propose innovative solutions to solve their technical and business challenges.
* Experience in Decisioning, Analytics or Optimization space working for one the major vendors in the space (PEGA, IBM, SAS, TIBCO, Etc.) or one the major consulting firms (Accenture, Deloitte, Oliver Wyman, etc.) is a plus.
* Passion to win, work hard and thrive under high pressure situations.
* Collaborative style with experience engaging a diverse group of internal stakeholders to articulate a truly compelling client value proposition.
* Ability to communicate in more than two languages English, French, Portuguese, Spanish or Italian
* Ability to travel up to 50% of the time.
* Experience in in working with channel partner relationships, including prospect identification, qualification, onboarding, and revenue generation.
* Understanding of pricing strategies in a channel distribution environment, including transaction-based and revenue share models.
* Experience in teaming relationships and third-party alliances, as well as delivering complex deals with varying close cycles.
Our Offer to You
* 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 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.
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