Job details

Partner Account Manager, Financial Services

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

"FICO has amazing intellectual property that, when combined with strategic partners, produces tremendous value for FICO, our Partners and their end clients. With highly experienced Partner Account Managers who have a proven track record in building partnerships, our Partner Account Managers and FICO’s opportunity to grow is immense. We need to identify the best of the best who can combine Financial Services industry knowledge, senior relationship building skills and a consultative-selling approach to grow the business across North America generating value for everyone including themselves." - Partner Management - Vice President

What You'll Contribute

Leverage knowledge of FICO’s core competencies in analytics, software development and decisioning to build highly credible relationships with target partners.
Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services to deliver partner satisfaction while driving joint revenue growth.
Actively engages in and pursues the sale of FICO solutions to drive successful negotiation and close of assigned business via channel partners.
Generates, qualifies, and converts new leads through networking and prospecting and executing sales campaigns at existing and target partners.
Identifies and translates compelling solutions that can be scaled via our Financial Services partners that drive tangible and significant value (ROI) at the end client level, partner level, and FICO level. Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities.
Simultaneously manages the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations and signature.
Initiates and oversees co-marketing and co-sales campaigns with Partners to drive adoption and revenue growth from installed products.
Acts as a representative of FICO at partner conferences, industry conferences and association meetings.
Maintains in-depth knowledge of FICO solutions & product offerings and how they can be leveraged across the Financial Services industry.

What We’re Seeking

Demonstrable experience in identifying and establishing new channel partner relationships, from prospect identification and qualification to commercial and contractual onboarding, training, enablement and ultimately revenue materialization.
Possesses deep consultative selling experience and executive relationships in the relevant industry (e.g., financial services) preferably with an emphasis in the technology or decision science arena.
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 multi-million-dollar client value propositions to “C-suite” executives. Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale.
Proven success in identifying new business opportunities in a direct and channel selling environment.
Experience managing partner pipelines to ensure alignment with internal forecasting cycles.
Expert understanding of Financial Services market trends and specific needs/issues of target partners and end clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO solutions.

Our Offer to You

A culture and work environment strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
The opportunity to make a difference by leveraging your unique strengths.
Highly competitive compensation and rewards.
Flexible work options, opportunities to give back to your community, social events with colleagues and a comprehensive benefits program inclusive of progressive parental leave.
The targeted base pay range for this role is: $105,000 to $165,000 with this range reflecting differences in candidate knowledge, skills, and experience.

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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:

Credit Scoring — 150+ billion FICO Scores have been sold to date, making it the most used credit score in the world.
Fraud Detection and Security — 2.6+ billion payment cards globally are protected by FICO fraud systems.
Lending — 3/4 of US mortgages are approved using the FICO Score.
Anti-Money Laundering — our solutions check more than half a billion transactions a day to prevent criminal schemes such as terrorist financing

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

www.fico.com/Careers

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.

By FICO

At FICO, “going green” is more than a catch phrase. In 2008, the company announced its Sustainable Enterprise Initiative. This company-wide program is designed to reduce the carbon footprint through energy and natural resource conservation, while ...

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FUNDING

Public

INDUSTRY

Computer Hardware Development

TEAM SIZE

1001-5000

LOCATION

Hybrid, based in San Jose, CA

DATE POSTED