GSI Partner Account Manager
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Job Description
Manage FICO's partnership with Accenture to increase revenue through consultative selling. Collaborate with teams to successfully execute joint business plans and engage new prospects.
Responsibilities:
- Leverages the above details, and knowledge of FICO’s core competencies in analytics and decision management to build highly credible relationships with Accenture.
- 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.
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.
- 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.
- Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale an advantage.
- 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.
- Entrepreneurial drive and sense of urgency balanced with strong collaboration, problem-solving, and influencing skills; able to apply disciplined sales structure to complex deals with varying close cycles.
- Excellent communication, professional presentation, and organizational skills, with strong creative orientation and the ability to craft innovative solutions.
- Experience building teaming relationships and 3rd party alliances, with a proven track record of delivering financial results and outstanding client satisfaction.
- 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 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.
- 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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