Partner Account Managers (PAMs) combine industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to expand the number of FICO clients serviced across Japan via our channel partners. The major goal is to retain and grow revenue, building new revenue streams through the expansion of FICO Solutions and enhanced partner satisfaction. The role includes collaborating with partner and FICO virtual teams to research, shape, and drive solution engagements from identification to close at both new and existing partners. 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 Do

• 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 and target partners.
• Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and PS delivery groups to deliver partner satisfaction and revenue growth.
• Actively engages in and pursues the sale of FICO 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 and target partners.
• 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 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 products.
• Acts as a representative of FICO at partner conferences, industry conferences and association meetings.
• Maintains in-depth knowledge of FICO solutions & offerings.

What We're Seeking

• Demonstrable experience in establishing new channel partner relationships, 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 the financial services/banking industry, including Megabanks in Japan, preferably with an emphasis in the technology or decision science 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 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 significantly.