Partner Account Manager

FICO; Frome; On-site; GBP 120,000 - 165,000; Full time

Benefits offered by this job

Travel opportunities

Inclusive culture

Professional development

Job summary

FICO, a global analytics software leader, seeks a seasoned Partner Account Manager based in the UK to lead Europe, Middle East and Africa partner relationships. You will drive revenue with cross-functional teams, craft multi-year engagement plans, and manage end-to-end channel opportunities from lead to close.

Ideal candidates will excel in senior partner and strategic account roles within financial services or fintech, and demonstrate success in negotiating large partner agreements with

Qualifications

• Proven track record in partner/channel/strategic account management within financial services, payments or fintech.
• Ability to craft, structure and close multi-million-dollar partner agreements with C-suite stakeholders.
• Experience managing complex sales cycles and multi-stakeholder governance.

Responsibilities

• Own and grow partner relationships across Europe, Middle East and Africa within a global account.
• Lead cross-functional teams (sales, pre-sales, tech, services) to drive revenue, satisfaction and joint value.
• Develop multi-year engagement roadmaps and qualify new leads via targeted networking.
• Negotiate partnerships and drive campaigns, including co-marketing and co-sales activities.
• Manage end-to-end delivery of channel engagements from pipeline to signature.
• Represent FICO at partner conferences and industry events; translate solutions into measurable client value.
• Maintain deep knowledge of FICO solutions and market trends in payments and fintech.

Skills

Partner management

Channel sales

Strategic accounts

C-suite relationships

Sales leadership

MEDDPICC

Sales strategy

CRM (Salesforce)

Education

Bachelor's degree in a relevant field

Tools

Salesforce

Job description

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 fulfil your career potential!

The Opportunity

When combining FICO’s decisioning and analytic capabilities with the right strategic partnerships, we deliver immense value for all parties involved - our partners, their clients and FICO. We are seeking a highly experienced Partner Account Manager who not only brings a proven track record in building and nurturing partnerships but also possesses deep C-suite connections within the Payments Ecosystem to maintain and drive revenue for the assigned strategic partner. This is a unique opportunity to bring FICO’s next-generation AI platform to market with one of our strategic partners, growing the relationship and transforming their business in the process. This role is based in the UK, requiring regular time on-site at the partner’s offices in London and other UK locations, along with periodic international travel to the US and other regions for company meetings.

What You’ll Contribute

• Serve as FICO’s Partner Account Manager for the partner’s Europe, Middle East and Africa division within this global account, leveraging FICO’s analytics, software, and decisioning capabilities to build credible relationships and managing partner and internal virtual teams (sales, pre-sales, technology, professional services) to ensure satisfaction and drive joint revenue growth.
• Work collaboratively within the global account team to execute against a global partner strategy, with direct ownership of the EMEA division’s regional growth plan.
• Build and execute a strategic, multi-year engagement roadmap tailored to the partner's needs, generating and qualifying new leads through targeted networking and prospecting, and leading the sales campaigns and negotiations that drive significant business wins.
• Identify and translate compelling and scalable solutions in collaboration with the partner that drive measurable value at the end-client, partner, and organizational level, delivering key proposals and managing the sales process through to close.
• Manage the end-to-end delivery of multiple channel sales engagements in parallel, from pipeline development through contract negotiation and signature, ensuring each remains aligned to the partner’s and FICO’s strategic objectives.
• Initiate co-marketing and co-sales campaigns with the partner and represent FICO at the partner’s conferences and industry events to strengthen relationships and surface new opportunities.
• Maintain deep knowledge of FICO’s solutions and how they translate into value across the partner’s products and services offerings.

What We’re Seeking

• Highly experienced in a partner, channel, and/or strategic account management role within financial services, payments, or fintech, with a track record of exceeding quota attainment.
• Establish credibility quickly across the partner organization and internal teams, using strong relationships to remove obstacles and accelerate outcomes.
• Proven ability to craft, structure, and close multi-million-dollar partner agreements and business plans with C-suite executives, managing extended, multi-stakeholder sales cycles.
• A high achieving, independent, and ambitious sales professional who pairs high IQ with high EQ to navigate complex partner and internal stakeholder relationships.
• Skilled in structured, qualification-based sales methodology (MEDDPICC or equivalent), able to identify a Champion and Economic Buyer, and deliver Quarterly Business Reviews that reinforce the partnership’s momentum.
• Deep interest in, or experience with, the technical and business applications of data, decisioning, orchestration, machine learning, and AI within SaaS and fintech offerings, including familiarity with AI-enabled sales tools.
• Proven track record building new channel partner relationships and identifying business opportunities within a specific global international fintech and payments company, 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), aligned to internal forecasting cycles.
• Expert understanding of banking and payments market trends and partner and end-clients’ needs across the payment ecosystem, including payment issuer and acquirer processors, payment gateways, networks and core banking, with the ability to connect them to FICO’s solutions.

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.

Why Make a Move to FICO?

At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today – Big Data analytics. You’ll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.

• Credit Scoring — FICO® Scores are used by 90 of the top 100 US lenders.
• Fraud Detection and Security — 4 billion payment cards globally are protected by FICO fraud systems.
• Lending — 3/4 of US mortgages are approved using the FICO Score.

Global trends toward digital transformation have created tremendous demand for FICO’s solutions, placing us among the world’s top 100 software companies by revenue. We help many of the world’s largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success.

Our success is dependent on really talented people – just like you – who thrive on the collaboration and innovation that’s nurtured by a diverse and inclusive environment. We’ll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career.

FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity. We are an equal employment opportunity employer and we’re proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications. While our qualifications are clearly related to role success, each candidate’s profile is unique and strengths in certain skill and/or experience areas can be equally effective.