FICO · Bengaluru
Sales & Business
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 Payments Ecosystem to maintain and drive revenue for the assigned strategic partner, FISERV. This is unique opportunity to bring FICO’s next-generation AI platform to market with one of our largest customers, growing the relationship and transforming their business in the process. This role is based in the UK, requiring regular time on-site at the partner’s client offices in Basildon and London, along with periodic international travel to the US for company meetings.
What You’ll Contribute
Serve as FICO’s Partner Account Manager for the partner’s Europe, Middle east and Africa division within this global account, leveraging FICO’s analytics, software, and decisioning capabilities to build credible relationships and managing partner and internal virtual teams (sales, pre-sales, technology, professional services) to ensure satisfaction and drive joint revenue growth.
Work collaboratively within the global account team to execute against a global partner strategy, with direct ownership of the EMEA division’s regional plan.
Build and execute a strategic, multi-year engagement roadmap tailored to the partner’s needs, generating and qualifying new leads through targeted networking and prospecting, and leading the sales campaigns, negotiations, and significant business wins that advance it.
Identify and translate compelling, scalable solutions in collaboration with the partner that drive measurable value at the end-client, partner, and organizational level, delivering key proposals and managing the sales process through to close.
Manage the end-to-end delivery of multiple channel sales engagements in parallel, from pipeline development through contract negotiation and signature, ensuring each remains aligned to the partner’s strategic objectives.
Initiate co-marketing and co-sales campaigns with the partner, and represent FICO at the partner’s conferences and industry events to strengthen relationships and surface new opportunities.
Maintain deep knowledge of FICO’s solutions and how they translate into value across financial services.
What We’re Seeking
Significant experience in a partner, channel, or strategic account management role within financial services, payments, or fintech, with a track record of exceeding quota attainment.
Proven ability to craft, structure, and close multi-million-dollar partner agreements and business plans with C-suite executives, managing extended, multi-stakeholder sales cycles.
A high-achieving, ambitious sales professional who pairs high IQ with high EQ to navigate complex partner and internal stakeholder relationships.
Skilled in structured, qualification-based sales methodology (MEDDPICC or equivalent), able to identify a Champion and Economic Buyer, and to deliver Quarterly Business Reviews that reinforce the partnership’s momentum.
Deep interest in, or experience with, the technical and business applications of data, decisioning, orchestration, machine learning, and AI within SaaS and fintech offerings, including familiarity with AI-enabled sales tools.
Proven track record building new channel partner relationships and identifying business opportunities within a specific international fintech and payments company, with established executive relationships across banking and payments.
Strong understanding of channel distribution pricing, including transaction-based and revenue-share models.
Experience managing partner pipelines in Salesforce (or equivalent CRM), aligned to internal forecasting cycles.
Expert understanding of banking and payments market trends and partner/client needs across the payment ecosystem, including payment issuer and acquirer processors, payment gateways, networks and core banking, with the ability to connect them to FICO’s 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.
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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