GSI Global Alliances Manager - TCS

FICO

10d • $134,400 - $211,200 • Remote

About The Position

Global Alliance Managers (GAMs) combine industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to grow FICOs relationships with Global Solution Integrators (GSIs). The primary objective is to establish a Center of Excellence (CoE) and grow software annual recurring revenue (ARR) through the creation of joint value propositions leveraging FICOs industry leading decisioning technology. The role includes collaborating with GSI and FICO teams to research, shape, and drive solution engagements from identification to close. By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions within a channel distribution environment.

Requirements

• Demonstrable experience in establishing new ISV partnerships with GSIs, 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 relevant industry (e.g., financial services) preferably with an emphasis in the technology or decision intelligence 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 an advantage.
• 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 market trends and specific needs/issues of target end clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO solutions.
• 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.
• 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 solutions.
• Strong executive presence and professional image.
• Experience creating teaming relationships and 3rd party alliances.
• Proven ability to deliver financial results and outstanding client satisfaction.
• Able to apply a disciplined sales structure to complex deals with varying close cycles.
• Ability to travel.

Responsibilities

• Leverages the above details, and knowledge of FICO’s core competencies in analytics and decision management to build highly credible relationships with assigned GSIs.
• Serves as the senior relationship executive for the Alliance managing both GSI 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 GSIs to result in the sale of FICO solutions 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 GSIs in order to drive adoption and revenue growth.
• Acts as a representative of FICO at GSI conferences, industry conferences and association meetings.
• Maintains in-depth knowledge of FICO solutions & product offerings.

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 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed