FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. Join our world-class team today and fulfill your career potential!
The Opportunity
“When combining FICO’s decisioning and analytic capabilities with the right strategic partnerships, we deliver immense value for all parties involved – our partners, their clients and FICO. We are seeking a highly experienced Partner Account Manager who not only brings a proven track record in building and nurturing partnerships but also possesses deep C-Suite connections within the Payment Processor area to maintain and drive revenue for the assigned strategic partner. This is a remote role, with the key client sites being in NJ and Nebraska.” – Hiring Manager
What You’ll Contribute
Leverage knowledge of our core competencies in analytics, software development, and decisioning to build highly credible relationships with a specific global fintech and payments company.
Serve as the senior relationship executive for the partner in North America, managing both partner and internal virtual teams, including sales, pre-sales, technology, and professional services, to ensure partner satisfaction while driving joint revenue growth.
Work collaboratively within a global account team to execute against a global and regional North American partner strategy.
Actively engage in, and pursue, the sale of solutions tailored to the needs of the partner, leading successful negotiations and closing significant business opportunities.
Generate, qualify, and convert new leads through targeted networking and prospecting, executing sales campaigns with the partner to expand and deepen the relationship.
Identify and translate compelling solutions that can be scaled through collaboration with the partner, driving tangible and significant value at the end client level, partner level, and organizational level. Create and deliver key proposals and effectively manage the sales process to capitalize on these opportunities.
Simultaneously manage the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations and signature, ensuring alignment with the partner’s strategic objectives.
Initiate and oversee co-marketing and co-sales campaigns with the partner to drive adoption and revenue growth from installed products.
Act as a representative at the partner’s conferences, industry events, and association meetings to strengthen relationships and explore new opportunities.
Maintain in-depth knowledge of FICO solutions and product offerings, understanding how they can be leveraged across the financial services industry and aligned with the partner’s needs.
What We’re Seeking
Demonstrable experience in identifying and establishing new channel partner relationships within a specific global fintech and payments company, from prospect identification and qualification to commercial and contractual onboarding, training, enablement, and ultimately revenue materialization.
Possesses deep consultative selling experience and established executive relationships within the financial services industry, preferably with an emphasis on technology and/or decision science.
Strong understanding of pricing in a channel distribution environment, with experience in transaction-based and revenue share-based pricing strategies being an advantage.
Ability to craft a comprehensive partner business plan, with demonstrated success in crafting and selling multi-million-dollar client value propositions to “C-suite” executives within the financial services industry.
Proven success in identifying new business opportunities in both direct and channel selling environments, particularly within a specific global fintech and payments company.
Experience managing partner pipelines to ensure alignment with internal forecasting cycles.
Expert understanding of financial services market trends and the specific needs and issues of target partners and end clients, coupled with the demonstrated capacity to establish linkages between these needs and our solutions.
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.
The targeted base pay range for this role is: $112,000 to $176,000 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, optimization, and much more.
FICO makes a real difference in the way businesses operate worldwide:
• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.
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 help 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 fulfil 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.
Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy