Partner Account Manager

Jobtailor; Greater London; On-site; GBP 90,000 - 150,000; Full time

Job summary

FICO in London seeks a Partner Account Manager to drive EMEA partner relationships within a global account, leveraging analytics, decisioning, and AI-enabled tools to deliver measurable value. You will coordinate cross-functional teams, manage complex sales cycles, and own a multi-year partner roadmap.

The role requires a proven track record in partner management within fintech/payments, strong executive engagement skills, and a deep understanding of banking and payments ecosystems.

Qualifications

• Significant experience in partner, channel, or strategic account management within financial services, payments, or fintech.
• Track record of exceeding quota attainment.
• Proven ability to craft, structure, and close multi-million-dollar partner agreements and business plans with C-suite executives.
• Experience managing extended, multi-stakeholder sales cycles.
• Structured, qualification-based sales methodology experience, such as MEDDPICC or equivalent.
• Ability to identify a Champion and Economic Buyer.
• Ability to deliver Quarterly Business Reviews.
• Deep interest in or experience with data, decisioning, orchestration, machine learning, and AI applications within SaaS and fintech.
• Familiarity with AI-enabled sales tools.
• Track record building new channel partner relationships and identifying opportunities within an international fintech and payments company.
• Established executive relationships across banking and payments.
• Strong understanding of channel distribution pricing, including transaction-based and revenue-share models.
• Experience managing partner pipelines in Salesforce or equivalent CRM
• Expert understanding of banking and payments market trends and partner/client needs across the payment ecosystem
• Knowledge of payment issuer and acquirer processors, payment gateways, networks, and core banking
• Ability to connect banking and payments ecosystems to FICO’s solutions

Responsibilities

• Serve as FICO’s Partner Account Manager for the partner’s EMEA division within a global account
• Leverage FICO’s analytics, software, and decisioning capabilities to build credible relationships
• Manage partner and internal virtual teams across sales, pre-sales, technology, and professional services
• Ensure partner satisfaction and drive joint revenue growth
• Execute a global partner strategy with ownership of the EMEA division’s regional plan
• Build and execute a strategic, multi-year engagement roadmap
• Generate and qualify new leads through targeted networking and prospecting
• Lead sales campaigns, negotiations, and significant business wins
• Identify and translate scalable solutions that deliver measurable value to end clients, the partner, and FICO
• Deliver key proposals and manage the sales process through close
• Manage multiple channel sales engagements end to end, from pipeline development through contract negotiation and signature
• Initiate co-marketing and co-sales campaigns
• Represent FICO at partner conferences and industry events
• Maintain deep knowledge of FICO’s financial services solutions

Skills

Partner Account Management

Sales Leadership

Channel Sales

MEDDPICC

Multi-Stakeholder Sales

Quota Attainment

Negotiation

Relationship Building

Strategic Planning

Salesforce CRM

AI in Sales

Tools

Salesforce

AI-Enabled Sales Tools

Job description

• Serve as FICO’s Partner Account Manager for the partner’s EMEA division within a global account
• Leverage FICO’s analytics, software, and decisioning capabilities to build credible relationships
• Manage partner and internal virtual teams across sales, pre-sales, technology, and professional services
• Ensure partner satisfaction and drive joint revenue growth
• Execute a global partner strategy with ownership of the EMEA division’s regional plan
• Build and execute a strategic, multi-year engagement roadmap
• Generate and qualify new leads through targeted networking and prospecting
• Lead sales campaigns, negotiations, and significant business wins
• Identify and translate scalable solutions that deliver measurable value to end clients, the partner, and FICO
• Deliver key proposals and manage the sales process through close
• Manage multiple channel sales engagements end to end, from pipeline development through contract negotiation and signature
• Initiate co-marketing and co-sales campaigns
• Represent FICO at partner conferences and industry events
• Maintain deep knowledge of FICO’s financial services solutions

Requirements

• Significant experience in partner, channel, or strategic account management within financial services, payments, or fintech
• Track record of exceeding quota attainment
• Proven ability to craft, structure, and close multi-million-dollar partner agreements and business plans with C-suite executives
• Experience managing extended, multi-stakeholder sales cycles
• Structured, qualification-based sales methodology experience, such as MEDDPICC or equivalent
• Ability to identify a Champion and Economic Buyer
• Ability to deliver Quarterly Business Reviews
• Deep interest in or experience with data, decisioning, orchestration, machine learning, and AI applications within SaaS and fintech
• Familiarity with AI-enabled sales tools
• Track record building new channel partner relationships and identifying opportunities within an international fintech and payments company
• Established executive relationships across banking and payments
• Strong understanding of channel distribution pricing, including transaction-based and revenue-share models
• Experience managing partner pipelines in Salesforce or equivalent CRM
• Expert understanding of banking and payments market trends and partner/client needs across the payment ecosystem
• Knowledge of payment issuer and acquirer processors, payment gateways, networks, and core banking
• Ability to connect banking and payments ecosystems to FICO’s solutions

Core Competencies

Demonstrates expertise in partner account management within financial services, leveraging analytics and decisioning capabilities to drive revenue growth. Proven ability to manage complex sales cycles and build strategic relationships with C-suite executives in the fintech and payments sectors.

Highest-signal resume keywords

• Partner Account Management
• Salesforce CRM Management
• Multi-Stakeholder Sales Cycles
• Channel Distribution Pricing
• Financial Services Solutions

Hard Skills

• Quota Attainment
• Multi-Million-Dollar Agreements
• Sales Methodology (MEDDPICC)
• Lead Generation
• Proposal Management

Soft Skills

• Relationship Building
• Negotiation Skills
• Strategic Planning
• Communication Skills

Industry Keywords

• Fintech
• Payments
• Banking
• Payment Gateways
• Core Banking

Tools & Technologies

• AI-Enabled Sales Tools
• Salesforce