Solution Sales Executive - GSI Partner

FICO

11d • $112,000 - $176,000 • Remote

About The Position

FICO is seeking a GSI Solution Sales Executive to grow its relationship with Accenture across North America. The role combines industry expertise, senior relationship building, and consultative solution selling to increase software annual recurring revenue and grow the Center of Excellence through joint value propositions built around FICO’s AI decisioning technology.

The executive collaborates with Accenture and FICO sales, pre-sales, technology, and professional services delivery teams to identify, shape, and close complex software solution engagements. The role includes developing and executing a joint business plan, building senior client relationships, managing sales engagements from pipeline development through contract negotiations, and supporting joint marketing and sales campaigns. The position represents FICO at partner and industry events and requires travel.

FICO offers an inclusive culture, professional development and learning opportunities, competitive compensation and benefits, and a people-first environment that promotes work/life balance, employee resource groups, and social events. The targeted base pay range is $112,000 to $176,000, reflecting differences in candidate knowledge, skills, and experience.

Requirements

• Demonstrable experience building new partnerships with Accenture to drive training, enablement, and revenue.
• Deep consultative selling experience and executive relationships in a relevant industry, such as financial services.
• 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 and sell multimillion-dollar client value propositions to C-suite executives.
• Proven success identifying new business opportunities in direct and channel selling environments and managing partner pipelines in alignment with internal forecasting cycles.
• Expert understanding of market trends and target client needs, with the ability to connect those needs to FICO solutions and identify opportunities beyond traditional offerings early in the sales cycle.
• Entrepreneurial drive and urgency, with collaboration, problem-solving, and influencing skills and the ability to apply disciplined sales structure to complex deals with varying close cycles.
• Excellent communication, professional presentation, organizational, and creative skills, including the ability to craft innovative solutions.
• Experience building teaming relationships and third-party alliances, with a track record of delivering financial results and strong client satisfaction.
• Ability to travel.

Nice To Haves

• Experience in the technology or decision science arena.
• Experience with transaction-based and revenue-share-based pricing strategies.
• Direct experience selling solutions that significantly expand the footprint of existing product offerings or bundle products into larger solution sales.

Responsibilities

• Build credible relationships with Accenture based on knowledge of FICO’s analytics and decision management capabilities.
• Serve as the senior relationship executive for the alliance, managing Accenture and FICO teams to execute the joint business plan.
• Create joint value propositions with Accenture that lead to sales of FICO solutions and Accenture services to end customers.
• Generate, qualify, and convert leads through networking, prospecting, and sales campaigns.
• Work with Product Management to productize repeatable custom work and package intellectual property as products.
• Manage multiple sales engagements end to end, from pipeline development through contract negotiations.
• Initiate and oversee joint marketing and sales campaigns with Accenture to drive adoption and revenue growth.
• Represent FICO at Accenture conferences, industry conferences, and association meetings.
• Maintain in-depth knowledge of FICO solutions and product offerings.
• Build relationships with senior business and technology stakeholders at clients, identify urgent decision management problems, and articulate FICO’s platform capabilities.

Benefits

• Competitive compensation and benefits and rewards programs.
• Professional development and valuable learning experiences.
• Work/life balance.
• Employee resource groups.
• Social events to promote interaction and camaraderie.

What This Job Offers

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