Partner Account Manager - Strategic Technology Partnerships

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

"In this pivotal role, you will develop and execute a robust partner sales strategy with a strong focus on Independent Software Vendors (ISVs), fostering executive connections and driving business performance through strategic partnerships. You will create joint solutions and drive strategic relationships with ISVs, enabling them to integrate and implement new solutions with the FICO Platform and AI capabilities. Additionally, you will hold strategic and business performance responsibility for these partnerships, coordinating seamlessly with both strategy and execution teams to deliver differentiated intellectual property to the market. Initially, you will secure a few key partnerships, laying a strong foundation, and then shift your focus to expanding and deepening these accounts. If you're passionate about the future of technology in the financial services industry and excited to shape its evolution, this is the perfect opportunity for you." - Hiring Manager

What You'll Contribute

• Develop and execute a comprehensive go-to-market strategy and joint business plan with a select group of named ISV partners.

• Achieve business goals and key objectives by holding ISV partners accountable across the business cycle to ensure consistent growth, including prospecting, qualifying, forecasting, and managing the book of business.

• Implement business and technical development strategies, coaching ISV partners on sourcing and progressing pipelines, and ensuring early engagement in FICO’s certification programs.

• Maintain a thorough understanding of key ISV partner agreements and deployment projects, supported by regular reviews of the pipeline, business performance, and identification of cross-sell and upsell opportunities.

• Educate ISV partners on joint solution selling models and strategies across different market segments.

• Collaborate with FICO’s and ISV partners’ marketing teams to effectively promote joint solutions in the market.

• Sponsor executive connections and drive business performance through ISV partners to maximize investments and leverage joint solutions.

Qualifications:

• Minimum of 5+ years of experience building and nurturing strategic business partnerships with ISVs, solutions providers, managed service providers, or other SaaS/cloud resellers.

• Proven experience within the financial partner ecosystem and system integrators.

• Demonstrated success in forecasting channel sales, exceeding quotas, and driving the rhythm of business with ISV partners.

• Strong experience in presenting at customer, partner, or industry events.

• Deep understanding of cloud economics, ISV partner agreement constructs, and associated financial implications.

• Knowledge of the competitive landscape, financial structures, and experience in orchestrating mutually beneficial business models.

• Strong business acumen with a proven track record in driving sales execution.

• Excellent communication and presentation skills.

• Ability to work collaboratively with cross-functional teams and external partners.

• Strategic thinker with a proactive approach to problem-solving and business development.

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.

• The targeted base pay range for this role is: $105,000 to $165,000 with this range reflecting differences in candidate knowledge, skills and experience.
   

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