Partner Account Management - Partner

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!

Fair Isaac Corporation seeks a full-time Partner Account Management - Partner based at our office in Coral Gables, FL. The primary duty of the Partner Account Management - Partner is to combine alliance building experience, senior relationship building skills and a solutions-based, consultative-selling approach to expand the number of FICO installed solutions within our existing and emerging industries, in the Decision Management Applications and Tools space. The major goal is to develop channel partnerships that grow recurring software revenue, build new revenue streams through the expanded use of FICO Solutions and enhance partner satisfaction. The role includes collaborating with partner and FICO virtual teams to identify, research, shape, and drive solution engagements from identification to close at both new and existing global partners. 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 that increases recurring revenue. Specific duties include: 1) Leverage the above details, and knowledge of FICO’s core competencies in analytics, software development and decision management to identify and build highly credible relationships with potential new partners and continue to nurture existing global partnerships. 2) Serve as the senior relationship executive for a partner managing both the partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver partner satisfaction and revenue growth. 3) Actively engage in and pursue the sale of FICO technology to drive towards the successful negotiation and close of assigned business. 4) Generate, qualify, and convert new leads through networking and prospecting and executing sales campaigns at existing and target partners. 5) Identify and translate compelling solutions that can be scaled through partners that drive tangible and significant client value (ROI) at the end user level, partner level, and FICO level. Create and deliver key proposals and effectively manage the sales process to capitalize on these opportunities. 6) Work 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 solution. 7) Simultaneously manage the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiation and signature. 8) Initiate and oversee co-marketing, co-sales campaigns and partner enablement to drive adoption and revenue growth from FICO technologies. 9) Act as a representative of FICO at partner conferences, industry conferences and association meetings. 10) Maintain in-depth knowledge of FICO assigned solution/product offerings. Domestic and international travel required up to 50% of the time. May split time between a home office in the Coral Gables, FL area and a FICO office in the Coral Gables, FL area.

This position requires a Bachelor’s degree or equivalent in Business, Marketing, Communications, Sales, or a related field and five (5) years of progressive post-baccalaureate experience in a commercial environment. Experience must include five (5) years of experience, which may be concurrent, in all of the following: 1) Deep consultative selling experience and executive relationships with an emphasis in specific industry, technology, decisioning or decision science arena. 2) In-depth understanding of pricing in a distribution environment. 3) Proven success in identifying and executing on new business opportunities in a direct and partner selling environment. 4) Expert understanding of market trends and specific needs/issues of target partners, coupled with the demonstrated capacity to establish linkages between these needs and FICO solutions. 5) Recognizing and understanding solution delivery requirements to ensure early identification of opportunities. 6) Creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction. All experience may have been gained concurrently. Experience must have been acquired after completion of the Bachelor’s Degree program. Domestic and international travel required up to 50% of the time. May split time between a home office in the Coral Gables, FL area and a FICO office in the Coral Gables, FL area. Please apply online at www.fico.com. Must reference job code #28398 for consideration. Unrestricted right to work in US required.

Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, predictive and prescriptive modeling, and much more.

FICO makes a real difference in the way businesses operate worldwide:

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We support many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success.

Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career. Join FICO and help change the way business thinks!

Learn more about how you can fulfill your potential at

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.