Solution Sales Executive – GSI Partner

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Develop and enhance FICO’s partnership with Accenture in the UK.

• Increase software annual recurring revenue (ARR) and the Center of Excellence (CoE) through collaborative value propositions.

• Partner with Accenture and FICO teams to research, formulate, and drive solution engagements from inception to completion.

• Establish credible relationships with Accenture by leveraging FICO’s analytics and decision management expertise.

• Act as the senior relationship executive for the alliance, overseeing Accenture and FICO sales, pre-sales, technology, and professional services teams.

• Develop joint value propositions with Accenture to promote FICO solutions and Accenture services to end customers.

• Generate, qualify, and convert new leads through networking, prospecting, and targeted sales campaigns.

• Collaborate with Product Management to standardize repeatable custom work and package intellectual property as marketable products.

• Manage various sales engagements from start to finish, including pipeline development and contract negotiations.

• Initiate and manage co-marketing and co-sales campaigns alongside Accenture.

• Represent FICO at Accenture conferences, industry gatherings, and association meetings.

• Maintain an extensive understanding of FICO solutions and product offerings.

• Cultivate relationships with senior business and technology stakeholders at client organizations.

• Identify decision-management challenges and effectively communicate FICO platform capabilities.

• Develop and implement a comprehensive partner business strategy.

• Oversee partner pipelines and ensure alignment with internal forecasting cycles.

• Discover new business opportunities and align target client needs with FICO solutions.

⛳️ Requirements

• Proven experience in establishing partnerships with Accenture to promote training, enablement, and revenue generation.

• Extensive consultative sales experience and executive relationships in pertinent industries, ideally technology or decision science.

• Capability to articulate high-level technical architecture designs, functionalities, deployment, and integration technologies.

• Strong grasp of pricing strategies in a channel distribution context.

• Experience with transaction-based and revenue-share pricing is a plus.

• Ability to develop a comprehensive partner business strategy.

• Demonstrated success in crafting and selling multimillion-dollar client value propositions to C-suite executives.

• Background in selling solutions that expand existing product footprints or integrate products into larger solution sales is advantageous.

• Track record of successfully identifying new business opportunities in both direct and channel selling environments.

• Experience in managing partner pipelines and aligning them with internal forecasting processes.

• In-depth understanding of market trends and the needs of target clients.

• Ability to connect client needs with FICO solutions and uncover opportunities beyond traditional offerings.

• Entrepreneurial mindset and a sense of urgency.

• Strong collaboration, problem-solving, influencing, and organizational abilities.

• Capability to apply a disciplined sales structure to complex deals with varying close cycles.

• Excellent communication and professional presentation skills.

• Strong creative orientation with the ability to develop innovative solutions.

• Proven experience in building collaborative relationships and third-party alliances.

• Documented success in delivering financial results and achieving high client satisfaction.

• Willingness to travel as required.

🏝️ Benefits

• Competitive compensation, benefits, and rewards programs.

• Work/life balance initiatives.

• Employee resource groups available.

• Opportunities for social events.

• Valuable learning experiences offered.

• Professional development opportunities provided.

• An inclusive, diverse, and collaborative workplace environment.