Sr. Director, Technical Pre-Sales

FICO

3d•Remote

About The Position

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 "Are you driven by challenges such as improving business performance, accelerating revenue growth, and enabling organizations to make smarter, faster decisions? At FICO, we empower organizations across industries with world-class analytics solutions that enhance pricing models, streamline decision-making, manage risk, and combat fraud. As a Sr. Director, Technical Pre-Sales, you'll lead a team of consultants at the forefront of helping clients solve their most complex business challenges. Your role is to develop and inspire a high-performing pre-sales organization, bridging the gap between cutting-edge technology and the specific needs of our clients — while partnering closely with sales leadership to ensure rigorous, consistent deal execution from first discovery through close." - Hiring Manager What You'll Contribute Team Leadership & Deal Coaching: Coach pre-sales consultants on opportunity qualification, deal strategy, and pipeline progression through regular one-on-ones, deal reviews, and performance conversations. Help the team sharpen their ability to identify and engage Economic Buyers, surface and quantify business pain, map Decision Criteria and Decision Processes, and build Champions who can drive deals forward internally. Foster a culture of continuous improvement where every deal is an opportunity to develop skills and deepen client impact. Strategic Deal Oversight: Engage directly on high-value and complex opportunities, providing senior-level guidance on solution positioning, competitive differentiation, and executive stakeholder engagement. Review active pipeline with sales counterparts to identify risks, gaps in qualification, and opportunities to accelerate deals — ensuring the team is always focused on the right opportunities at the right time. In-Depth Client Discovery: Model and coach the team on conducting thorough discovery sessions that go beyond surface-level requirements to uncover clients' true business pain, quantify the impact of inaction, and lay the groundwork for solutions that resonate with both technical teams and executive decision-makers. Targeted Demonstrations & Solution Architecture: Oversee the design and delivery of customized product demonstrations and solution architectures that directly address client pain points, align with identified Decision Criteria, and reinforce FICO's competitive differentiation across its portfolio of analytics and decisioning solutions. Sales Enablement & Thought Leadership: Lead best practice workshops, contribute to industry conferences, and drive continuous enablement across the pre-sales and sales teams. Ensure the broader team is fluent in evolving market trends and that client-facing content — including RFI/RFP responses, proof of concepts, and sales proposals — consistently reflects the value and competitive strengths of FICO's solutions. Cross-Functional Partnership: Serve as a key liaison between pre-sales, product, and sales leadership. Advocate for client and field insights to inform the product roadmap, and ensure pre-sales resources are deployed strategically to maximize pipeline impact.

Requirements

Leadership Experience: Proven track record of leading and developing pre-sales, solutions consulting, or technical sales teams, with a demonstrated ability to build a high-performance culture through coaching, feedback, and accountability.
Technical Foundation: Bachelor's degree in Computer Science, Engineering, or a related field, with a solid understanding of enterprise analytics, decisioning, or SaaS solutions.
Domain Expertise: 5+ years in a Sales Engineering or Technical Pre-Sales role, with a track record of winning complex, high-value deals across industries such as financial services, supply chain, manufacturing, or related domains.
Executive Communication: Exceptional ability to engage and influence executive stakeholders — both externally with clients and internally across product, sales, and leadership — translating complex technical concepts into compelling business value narratives.
Strategic Problem-Solving: Demonstrated ability to guide teams toward innovative, differentiated solutions that address client challenges at both the tactical and strategic level.
Collaborative Leadership: A track record of working cross-functionally to align pre-sales, product, and sales around integrated go-to-market strategies that drive revenue outcomes.
Willingness to Travel: Ability to travel 25–50% to support key client engagements, coach the team in the field, and represent FICO at industry events.

Nice To Haves

MEDDPICC Fluency: Familiarity with MEDDPICC or a comparable enterprise sales methodology, and the ability to coach teams on its practical application across the full deal lifecycle — from initial qualification through negotiation and close is a plus.

Responsibilities

Team Leadership & Deal Coaching: Coach pre-sales consultants on opportunity qualification, deal strategy, and pipeline progression through regular one-on-ones, deal reviews, and performance conversations.
Help the team sharpen their ability to identify and engage Economic Buyers, surface and quantify business pain, map Decision Criteria and Decision Processes, and build Champions who can drive deals forward internally.
Foster a culture of continuous improvement where every deal is an opportunity to develop skills and deepen client impact.
Strategic Deal Oversight: Engage directly on high-value and complex opportunities, providing senior-level guidance on solution positioning, competitive differentiation, and executive stakeholder engagement.
Review active pipeline with sales counterparts to identify risks, gaps in qualification, and opportunities to accelerate deals — ensuring the team is always focused on the right opportunities at the right time.
In-Depth Client Discovery: Model and coach the team on conducting thorough discovery sessions that go beyond surface-level requirements to uncover clients' true business pain, quantify the impact of inaction, and lay the groundwork for solutions that resonate with both technical teams and executive decision-makers.
Targeted Demonstrations & Solution Architecture: Oversee the design and delivery of customized product demonstrations and solution architectures that directly address client pain points, align with identified Decision Criteria, and reinforce FICO's competitive differentiation across its portfolio of analytics and decisioning solutions.
Sales Enablement & Thought Leadership: Lead best practice workshops, contribute to industry conferences, and drive continuous enablement across the pre-sales and sales teams.
Ensure the broader team is fluent in evolving market trends and that client-facing content — including RFI/RFP responses, proof of concepts, and sales proposals — consistently reflects the value and competitive strengths of FICO's solutions.
Cross-Functional Partnership: Serve as a key liaison between pre-sales, product, and sales leadership.
Advocate for client and field insights to inform the product roadmap, and ensure pre-sales resources are deployed strategically to maximize pipeline impact.

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.

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