Telco Partner - GTM Lead

FICO; Greater London; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Competitive compensation

Travel opportunities across EMEA and国际

Job summary

FICO in London is seeking a senior GTM leader to run the FICO–Tech Mahindra Telco alliance, coordinating sales, pre-sales, and delivery to execute the joint business plan and grow software ARR across global Telco accounts.

You will build joint account plans, pursue new business with C-suite buyers, and lead co-sell campaigns and marketing initiatives across EMEA, NORAM, LATAM, and APJ, reporting results and shaping the future of FICO's Telco partnerships.

Qualifications

• Experience managing a major GSI or SI partnership in the Telco sector.
• Deep consultative selling with executive relationships at CRO/CFO/CEO level within global Telco operators.
• Experience selling complex platform software with services wrap (credit risk, fraud risk, decisioning, analytics, or revenue assurance).
• Ability to craft and execute a comprehensive joint business plan in a two-organisation environment; success selling multi-million-dollar value to C-suite executives.
• Familiarity with Telco commercial structures, BSS/OSS, and channel pricing models including ARR and revenue share.
• Disciplined pipeline management using MEDPICC or equivalent; accurate forecasting in a partner-led sales environment.
• Entrepreneurial drive and senior executive presence; comfortable representing two organisations in high-stakes conversations.
• Outstanding communication and presentation skills; able to produce executive-ready account plans and deal briefs.

Responsibilities

• Lead the FICO–Tech Mahindra Telco alliance's GTM sales, pre-sales, and delivery teams to execute the joint business plan.
• Build and maintain joint account plans for target Telco accounts to drive pipeline.
• Engage economic buyers (CRO, CFO, COO, CEO) and open new buying centers beyond IT.
• Generate, qualify, and convert leads through joint prospecting and co-sell campaigns.
• Create the repeatable Telco sales playbook for adoption across regions.
• Maintain Salesforce hygiene and report activity weekly, contributing to QBRs.
• Enable Tech Mahindra Telco account managers on FICO’s portfolio and represent at events.
• Initiate and oversee co-marketing and co-sell campaigns to drive revenue growth.

Skills

GTM leadership

Executive relationship management

Telco industry knowledge

Strategic sales planning

Pipeline management

Job description

The Opportunity

GSI Partner GTM Leads combine deep Telco industry knowledge, senior relationship-building skills, and a solutions-based, consultative-selling approach to grow FICO’s partnership with Tech Mahindra in the global Telco vertical. The primary objective is to grow software annual recurring revenue (ARR) and build a repeatable joint go-to-market motion through the creation of joint value propositions leveraging FICO’s AI decisioning technology across credit risk, fraud risk, and revenue assurance. The role operates at the intersection of two global organisations, driving pipeline from both existing mutual accounts and new Tech Mahindra Telco relationships. By combining strong thought leadership with executive engagement, this role defines and executes an effective joint business plan involving the sale of complex software solutions within a channel distribution environment.

What You’ll Contribute

• Serve as the senior GTM leader for the FICO–Tech Mahindra Telco alliance, managing both organisations’ sales, pre-sales, and delivery teams to execute on the joint business plan.
• Build and maintain joint account plans for target Telco accounts, driving pipeline from existing mutual relationships and net-new Tech Mahindra Telco accounts.
• Actively pursue new-business opportunities by engaging economic buyers — CRO, CFO, COO, CEO — moving beyond traditional IT contacts and leading with FICO’s Collections and decisioning capabilities.
• Generate, qualify, and convert leads through joint prospecting, account planning sessions, and co-sell campaigns with the Tech Mahindra Telco practice.
• Build the repeatable Telco sales playbook — packaging FICO use case positioning, commercial models, and proof points for adoption by Tech Mahindra account teams across EMEA, NORAM, LATAM & APJ.
• Manage pipeline governance: maintain Salesforce hygiene, report activity weekly to both organisations, and contribute to quarterly business reviews against agreed partnership metrics.
• Enable Tech Mahindra Telco account managers on FICO’s solution portfolio; represent FICO at industry events, client briefings, and Tech Mahindra internal reviews.
• Initiate and oversee co-marketing and co-sell campaigns to drive adoption and revenue growth across the Telco vertical.

What We’re Seeking

• Demonstrable experience managing a major GSI or systems integrator partnership to drive enablement, joint pipeline, and revenue materialisation in the Telco vertical.
• Deep consultative selling experience and executive relationships at CRO, CFO, COO, or CEO level within global Telco operators; proven ability to open new buying centres beyond IT.
• Experience selling complex platform software with a services wrap — credit risk, fraud risk, decisioning, analytics, or revenue assurance solutions strongly preferred.
• Ability to craft and execute a comprehensive joint business plan in a two-organisation environment; demonstrated success selling multi-million-dollar value propositions to C-suite executives.
• Familiarity with Telco commercial structures, BSS/OSS environments, and channel distribution pricing models including ARR, services multipliers, and revenue share arrangements.
• Disciplined pipeline management using MEDPICC or equivalent; experience maintaining Salesforce hygiene and driving accurate forecasting in a partner-led sales environment.
• Entrepreneurial drive and senior executive presence; comfortable representing two organisations simultaneously in high-stakes client and partner conversations.
• Outstanding communication and presentation skills; able to produce executive-ready account plans, deal briefs, and QBR packs independently.
• London-based with willingness to travel across EMEA and internationally.

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.

FICO makes a real difference in the way businesses operate worldwide:

• 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. Join FICO and help change the way business thinks!

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.

Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy