Solution Sales Executive - GSI Partner

FICO

10d • $134,400 - $211,200 • Remote

About The Position

FICO is a leading global analytics software company. The GSI Solution Sales Executive (SSE) role focuses on growing FICO's relationship with Accenture in North America. The primary objective is to increase software annual recurring revenue (ARR) and develop the Center of Excellence (CoE) by creating joint value propositions that leverage FICO's AI decisioning technology. This role involves collaborating with Accenture and FICO teams to research, shape, and drive solution engagements from inception to closure. The SSE will define and execute a business plan for selling complex software solutions within a channel distribution environment, combining industry knowledge, relationship-building skills, and a consultative selling approach.

Requirements

• Demonstrable experience in building new partnerships with Accenture to drive training, enablement, and revenue.
• Deep consultative selling experience and executive relationships in relevant industries (e.g., financial services), preferably with an emphasis in technology or decision science.
• Ability to explain High Level Technical Architecture Designs, capabilities, deployment, and integration technologies.
• Strong understanding of pricing in a channel distribution environment.
• Ability to craft a comprehensive partner business plan.
• Demonstrated ability to craft and sell multimillion dollar client value propositions to “C-suite” executives.
• Proven success identifying new business opportunities in direct and channel selling environments.
• 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.
• Ability to apply disciplined sales structure to complex deals with varying close cycles.
• Excellent communication, professional presentation, and organizational skills.
• 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.

Nice To Haves

• Previous experience in transaction-based and revenue share-based pricing strategies.
• Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundles products into a larger solution sale.

Responsibilities

• Leverage knowledge of FICO's core competencies in analytics and decision management to build credible relationships with Accenture.
• Serve as the senior relationship executive for the Alliance, managing both Accenture and FICO teams (sales, pre-sales, technology, PS delivery) to execute the joint Business Plan.
• Actively engage in and pursue the creation of joint value propositions with Accenture to drive the sale of FICO solutions and Accenture services to end customers.
• Generate, qualify, and convert new leads through networking, prospecting, and executing sales campaigns.
• Work with Product Management to productize repeatable custom work with IP that can be packaged as a product.
• Simultaneously manage end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.
• Initiate and oversee co-marketing and co-sales campaigns with Accenture to drive adoption and revenue growth.
• Act as a representative of FICO at Accenture conferences, industry conferences, and association meetings.
• Maintain in-depth knowledge of FICO solutions and product offerings.
• Build relationships with senior client stakeholders in Business and Technology to understand their urgent decision management problems and articulate FICO's platform capabilities.

Benefits

• Inclusive culture strongly reflecting core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
• Opportunity to make an impact and develop professionally by leveraging unique strengths and participating in valuable learning experiences.
• Highly competitive compensation, benefits and rewards programs.
• Engaging, people-first work environment offering work/life balance, employee resource groups, and social events.

What This Job Offers

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