GSI Global Alliances Manager - TCS
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 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. De...