Partner Account Manager - International Processors

FICO; Frome; On-site; GBP 70,000 - 110,000; Full time

Job summary

FICO is seeking a Partner Account Manager in the United Kingdom to expand the use of FICO Software through strategic partnerships with Acquirers, Processors and Networks. You will lead senior-level engagements, shape joint business plans, and drive partner-led revenue across a territory.

You will manage end-to-end sales cycles, collaborate with cross-functional teams, and deliver compelling proposals to C-suite executives. Travel worldwide to nurture partnerships and close opportunities.

Qualifications

• Demonstrated ability to build relationships with C-Suite executives at partner organizations.
• Experience selling SaaS solutions through channel partners.
• Strong consultative selling and strategic pricing knowledge.
• Ability to travel worldwide to engage with partners.
• Proven success in creating multi-million-dollar value propositions.

Responsibilities

• Create and execute strategic business plans for assigned partners.
• Manage senior relationships and cross-functional teams to drive partner-led growth.
• Lead end-to-end sales cycles from identification to close with partners.
• Develop and run co-marketing and co-sales campaigns with partners.
• Represent FICO at partner and industry conferences.

Skills

C-Suite relationships

Consultative selling

Channel partnerships

SaaS pricing knowledge

Strategic business planning

Public speaking / presentation

Sales leadership

Cross-functional collaboration

Job description

The Opportunity

Partner Account Managers (PAMs) combine payment services industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to drive partner-led growth by expanding the usage of FICO IP across the territory via assigned key Partners. The major goal is to identify, pursue, and secure new payment financial partnerships (Acquirers, Processors and Networks), building new partner-led revenue streams through the expansion of FICO Software usage and enhanced partner satisfaction. The role includes collaborating with partners and FICO virtual teams to research, shape, and drive solution engagements from identification to close at both new and existing partners in an assigned territory. 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. Our mission is to empower our partners to develop new and innovative financial services to empower organisations to make better decisions that drive business success. As a Partner Account Manager, you will play a crucial role in achieving this mission by expanding our reach through strategic partnerships.

What You’ll Contribute

• Creates and executes strategic business plans for assigned partners by evaluating market opportunities, partner objectives, financial performance, executive priorities, and FICO's differentiated value proposition to drive long-term growth.
• Have existing and/or build relationships with C-Suite and Senior Level executives at assigned key Partner organizations to understand their goals and objectives and how to leverage FICO Intellectual Property to help them achieve those goals.
• Leverages the above details, and knowledge of FICO’s core competencies in analytics, software development and data management to build highly credible relationships with assigned partners.
• Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver partner satisfaction while driving partner-led revenue growth.
• Actively engages in and pursues the sale of FICO Software solutions to drive towards the successful negotiation and close of assigned business via channel partners.
• Generates, qualifies, and converts new leads through networking and prospecting and executing sales campaigns at existing partners.
• Identifies and translates compelling join solutions leveraging FICO Software that can be scaled via our Financial Services partners to create partner-led growth and drive tangible and significant client value (ROI) at the end client level, partner level, and FICO level. Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities.
• Simultaneously manages the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations.
• Initiates and oversees co-marketing and co-sales campaigns with Partners to drive adoption and revenue growth from installed software.
• Acts as a representative of FICO at partner conferences, industry conferences and association meetings.
• Maintains in-depth knowledge of FICO Software & product offerings and how they can be leveraged across the Financial Services industry.

What We’re Seeking

• Access to and/or relationships with C-Suite and Senior level executives at Partners in the payments industry to collaboratively work together to achieve growth objectives.
• Demonstrable experience in identifying and establishing relationships within assigned key Partner.
• Possesses deep consultative selling experience and executive relationships in relevant industry (e.g., financial services) preferably with an emphasis in the technology or decision science arena.
• Strong understanding of pricing in a SaaS channel distribution environment, an advantage would be previous experience in transaction-based and revenue share-based pricing strategies.
• Ability to build now, near and future joint-business plans with key Partners. Demonstrated ability to craft and sell multi-million-dollar client value propositions to “C-suite” executives. Direct experience in selling SaaS solutions which either significantly expands the footprint of existing solution offerings or bundle products into a larger solution sale.
• Proven success in identifying new business opportunities in a direct and channel selling environment.
• Experience managing partner pipelines to ensure alignment with internal forecasting cycles.
• Expert understanding of Financial Services market trends and specific needs/issues of target partners, coupled with the demonstrated capacity to establish linkages between these needs and FICO Software.
• Strong understanding of solution delivery requirements to ensure early identification of opportunities outside of traditional offerings.
• Entrepreneurial style, drive, and sense of urgency, coupled with the ability to work well with others as part of a solution team across the globe. Strong problem-solving and influencing skills.
• Excellent communication, professional presentation, and process/organizational skills, as well as strong creative orientation and the ability to craft innovative software solutions.
• Experience creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction.
• Ability to travel worldwide significantly to be actively engaged with your Partner on a regular basis.

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 recognised for doing so.
• An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.

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. If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.

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