FICO is an analytics company helping businesses make better decisions that drive higher levels of growth and success.
Partner Account Manager – International Processors
Location
United Kingdom
Posted
8 hours ago
Salary
0
Seniority
Senior
Job Description
Partner Account Manager – International Processors
FICO
• Creates and executes strategic business plans for assigned partners by evaluating market opportunities, partner objectives, financial performance, executive priorities, and FICO's differentiated value proposition to drive long-term growth. • Have existing and/or build relationships with C-Suite and Senior Level executives at assigned key Partner organizations to understand their goals and objectives and how to leverage FICO Intellectual Property to help them achieve those goals. • Leverages the above details, and knowledge of FICO’s core competencies in analytics, software development and data management to build highly credible relationships with assigned 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 delivery groups to deliver partner satisfaction while driving partner-led revenue growth. • Actively engages in and pursues the sale of FICO Software solutions to drive towards the 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 partners. • Identifies and translates compelling join solutions leveraging FICO Software that can be scaled via our Financial Services partners to create partner-led growth and drive tangible and significant client 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. • Initiates and oversees co-marketing and co-sales campaigns with Partners to drive adoption and revenue growth from installed software. • Acts as a representative of FICO at partner conferences, industry conferences and association meetings. • Maintains in-depth knowledge of FICO Software & product offerings and how they can be leveraged across the Financial Services industry.
Job Requirements
- Access to and/or relationships with C-Suite and Senior level executives at Partners in the payments industry to collaboratively work together to achieve growth objectives.
- Demonstrable experience in identifying and establishing relationships within assigned key Partner.
- 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 SaaS channel distribution environment, an advantage would be previous experience in transaction-based and revenue share-based pricing strategies.
- Ability to build now, near and future joint-business plans with key Partners.
- Demonstrated ability to craft and sell multi-million-dollar client value propositions to “C-suite” executives.
- Direct experience in selling SaaS solutions which either significantly expands the footprint of existing solution 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, coupled with the demonstrated capacity to establish linkages between these needs and FICO Software.
- Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.
- Entrepreneurial style, drive, and sense of urgency, coupled with the ability to work well with others as part of a solution team across the globe.
- Strong problem-solving and influencing skills.
- Excellent communication, professional presentation, and process/organizational skills, as well as strong creative orientation and the ability to craft innovative software solutions.
- Experience creating teaming relationships and 3rd party alliances.
- Proven ability to deliver financial results and outstanding client satisfaction.
- Ability to travel worldwide significantly to be actively engaged with your Partner on a regular basis.
Benefits
- 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 recognised 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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