Solution Sales - Partner

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!

Opportunity

FICO is seeking a self-motivated, enterprise sales professional to help clients and partners unlock better decisions through the use of FICO’s optimization platform.  This role focuses on financial services and related industries.  The role requires successfully nurturing prospects, identifying key sales targets, proactively creating a diverse and comprehensive pipeline, running sales pursuits across a large territory, planning and communicating how targets will be met, developing partnerships with joint business cases, and collaborating effectively with FICO colleagues in pre-sales, professional services, finance, and legal.

What You Will Contribute

• Build trusted relationships with C-Level and senior client stakeholders to gain insights into their most urgent decision management related business challenges while articulating how the capabilities of FICO Optimization enable business value.
• Effectively act as a Subject Matter Expert for Decisioning, Analytics and Optimization by providing thought leadership to clients on how they can leapfrog competition leveraging the capabilities of the cutting-edge FICO Platform.
• Research and shape potential solution opportunities through collaborative engagement with our Sales Consulting, and Professional Services teams to formulate and effectively position solution proposals.
• Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
• Engage in complex deal structuring and negotiation efforts designed to win new deals and protect existing business.
• Ensure clients are delighted with solutions purchased and quality of service, to create win-win relationships that are long-term, expanding, and profitable. 
• Collaborate across internal functions to shape the future direction of FICO’s optimization roadmap based upon market needs.
• Develop and manage pipeline within a defined territory, covering self-generated and in-bound field leads.
• Maintain and report accurate sales forecasts while managing to quarterly and annual targets.
• Be a great team member, work hard, and contribute to our culture.

What We're Seeking

• Proven experience in building relationships with C-Level and senior technical and business unit executives.
• Able to combine a client’s industry and shared business challenges with the capabilities provided by analytic, optimization and decisioning platforms to formulate a coherent business value proposition.
• Demonstrated success structuring and selling complex, enterprise solutions to large and medium sized Financial Services clients with a personal rolodex of known contacts in these markets to jump start new pursuits.
• Proven experience in the Analytics and/or Optimization markets working for one the major vendors in the space (SAS, IBM, Experian, Gurobi, etc.)  or one the major consulting firms (Accenture, Deloitte, Oliver Wyman, etc.) is a PLUS
• Technical background coupled with business expertise in one or many of financial services/banking, insurance, telecommunications is a PLUS
• A collaborative style with experience engaging a diverse group of internal stakeholders to articulate a truly compelling client value proposition.
• Excellent written and verbal communication skills, professional presentation and process/organization skills, as well as strong creative orientation and the ability to craft innovative solutions.
• A passion to learn and educate colleagues, and customers through presentations, and conversation.
• A good listener that is genuinely interested in client’s needs and can propose innovative solutions to their challenges.
• Proven ability to create a comprehensive client business plan to manage account sales while accurately forecasting future bookings and revenues.
• Ability to work with others cross functionally as part of solution team.
• Ability to travel up to 25-50% of business week.
• 7-10 years of related sales experience.
• A Bachelor’s degree in a business or science-based discipline, or equivalent experience developed in a commercial environment

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 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