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 fulfill your career potential

The Opportunity
"In this critical role, you will develop and implement a dynamic partner sales strategy focused on companies leading the charge in next-generation financial solutions. Your primary targets will include Managed Service Providers (MSPs), paytechs, datatechs, credittechs, data aggregators, and white-label banking solution providers, as well as companies looking to enhance their revenue with FICO solutions.
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.
" -
Hiring Manager

What You'll Contribute

• Leverages the 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.

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

Learn more about how you can fulfil your potential at

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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