GSI Global Alliances Manager - TCS

FICO; United States; On-site; USD 134,400 - 211,200; Full time

Benefits offered by this job

Competitive pay

Work/life balance

Employee resource groups

Job summary

FICO, a leading global analytics software company, seeks a Global Alliance Manager to drive GSI partnerships and co‑selling programs. You will shape joint value propositions, manage multi‑functional teams, and guide multi‑million dollar deals from prospecting to close.

You’ll engage C‑suite partners, craft scalable partner plans, and align product offerings with channel strategies while traveling as needed to build executive relationships.

Qualifications

• Experience establishing ISV partnerships with GSIs and onboarding them commercially.
• Executive relationships in financial services or tech, with emphasis on decision intelligence.
• Understanding of channel pricing in a distribution environment.
• Ability to craft a comprehensive partner business plan and multi-million-dollar value propositions.
• Travel ability to meet clients and partners.

Responsibilities

• Build credible relationships with assigned GSIs and FICO teams to execute the joint business plan.
• Serve as the senior relationship executive for the Alliance, coordinating sales, pre-sales, technology, and PS delivery.
• Create joint value propositions with GSIs to drive revenue for FICO solutions.
• Generate and qualify leads, run sales campaigns, and manage multiple engagements end-to-end.
• Collaborate with Product Management to productize repeatable IP and coordinate co-marketing initiatives.
• Represent FICO at GSI and industry conferences and events.

Skills

Relationship management

Executive communication

Channel sales

GSI partnerships

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

Global Alliance Managers (GAMs) combine industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to grow FICOs relationships with Global Solution Integrators (GSIs). The primary objective is to establish a Center of Excellence (CoE) and grow software annual recurring revenue (ARR) through the creation of joint value propositions leveraging FICOs industry leading decisioning technology. The role includes collaborating with GSI and FICO teams to research, shape, and drive solution engagements from identification to close. 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.

What You’ll Contribute

• Leverages the above details, and knowledge of FICO’s core competencies in analytics and decision management to build highly credible relationships with assigned GSIs.
• Serves as the senior relationship executive for the Alliance managing both GSI and FICO teams including sales, pre-sales, technology, and PS delivery groups to execute on the joint Business Plan.
• Actively engages in and pursues the creation of joint value propositions with GSIs to result in the sale of FICO solutions to end customers.
• Generates, qualifies and converts new leads through networking and prospecting and executing sales campaigns.
• Works 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 product.
• Simultaneously manages the end-to-end delivery of multiple sales engagements from pipeline development through contract negotiations.
• Initiates and oversees co-marketing and co-sales campaigns with GSIs in order to drive adoption and revenue growth.
• Acts as a representative of FICO at GSI conferences, industry conferences and association meetings.
• Maintains in-depth knowledge of FICO solutions & product offerings.

What We’re Seeking

• Demonstrable experience in establishing new ISV partnerships with GSIs, from prospect identification and qualification to commercial and contractual onboarding, training, enablement and ultimately revenue materialization.
• Possesses deep consultative selling experience and executive relationships in relevant industry (e.g., financial services) preferably with an emphasis in the technology or decision intelligence arena.
• Strong understanding of pricing in a channel distribution environment, an advantage would be previous experience in transaction-based and revenue share-based pricing strategies.
• Ability to craft a comprehensive partner business plan. Demonstrated ability to craft and sell multi-million dollar client value propositions to “C‑suite” executives. Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale an advantage.
• 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 market trends and specific needs/issues of target end clients, coupled with the demonstrated capacity to establish linkages between these needs and FICO solutions.
• 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. 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 solutions.
• Strong executive presence and professional image.
• Experience creating teaming relationships and 3rd party alliances. Proven ability to deliver financial results and outstanding client satisfaction.
• Able to apply a disciplined sales structure to complex deals with varying close cycles.
• Ability to travel.

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.
• The targeted base pay range for this role is: $134,400 to $211,200 with this range reflecting differences in candidate knowledge, skills and experience.

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!

Learn more about how you can fulfil your potential at www.fico.com/Careers

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