Partner Account Manager - Sr Partner

FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 90+ countries make better decisions. Join our world-class team today and fulfill your career potential!

Fair Isaac Corporation seeks a full-time Partner Account Management - Senior Partner. Telecommuting available from anywhere in US. HQ at Bozeman, MT. Sales Partners combine alliance building experience, senior relationship building skills and a solutions-based, consultative-selling approach to expand the number of FICO installed solutions within our existing and emerging industries, in the Decision Management Applications and Tools space. The major goal is to develop channel partnerships that grow recurring software revenue, building new revenue streams through the introduction of new and expanded use of existing FICO Solutions and enhanced partner satisfaction. The role includes collaborating with partners and FICO virtual teams to identify, research, shape, and drive solution engagements from identification to close at both new and existing partners globally. 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. Specific duties include: 1. Leverage the above details, and knowledge of FICO’s core competencies in analytics, software development and decision management to identify and build highly credible relationships with select partners. 2. Serve as the senior relationship executive for multiple partners managing both partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver partner satisfaction and revenue growth. 3. Actively engage in and pursue new software opportunities that leverage FICO technology to drive towards the successful negotiation and close of assigned business. 4. Generate, qualify, and convert new leads through networking and prospecting and executing sales campaigns at existing and target partners. 5. Identify and translate compelling solutions that can be scaled through our partners that drive tangible and significant client value (ROI) at the end user level, partner level, and FICO level. Create and deliver key proposals and effectively manage the sales process to capitalize on these opportunities. 6. Work 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 solution. 7. Simultaneously manage the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations and signature. 8. Initiate and oversee co-marketing, co- sales campaigns and partner enablement to drive adoption and revenue growth from FICO technologies within partners. 9. Act as a representative of FICO at partner conferences, industry conferences and association meetings. 10. Liaise with partners and target partners within multiple regions including English, Spanish and Portuguese speaking regions. 11. Maintain in- depth knowledge of FICO assigned solution/product offerings, their relevancy given current market trends, and how they can be applied to deliver value to both partners and end users. Domestic and international travel required up to 50% of the time. May telecommute from any location in the U.S.

This position requires a Bachelor’s degree or equivalent in Business Management, Strategic Planning, Marketing, or related field plus ten (10) years of proven experience in a sales capacity within an organization. In the alternative, company will accept twelve (12) years of proven experience in a sales capacity within an organization. Experience must include ten (10) years of experience, which may be concurrent, with all of the following: 1) Deep consultative software selling experience and executive relationships with an emphasis in financial services, technology, decisioning and decision science arena. 2) In-depth understanding of selling, solutioning, pricing and distribution in a channel environment. 3) Crafting a comprehensive sales business plan. Crafting and selling multi- million-dollar client value software propositions to “C-suite” executives using a disciplined sales structure. Successfully selling net new software decision management solutions to existing and new channel partners which significantly expands the software footprint of an existing or new partner. 4) Identifying new target partners and associated solutions within financial services that creates new business opportunities in a distribution environment. 5) Expert understanding of financial services market trends across multiple regions and specific needs/issues of target clients, coupled with the demonstrated capacity to establish linkages between these needs and solutions. 6) Experience and ability to liaise with partners and target partners within multiple regions including