Solution Sales Executive – GSI Partner

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

📋 Description

• GSI Solution Sales Executives (SSEs) leverage their industry expertise, advanced relationship-building abilities, and a consultative-selling approach to enhance FICO’s partnership with Accenture in North America.

• This position involves collaborating with teams from both Accenture and FICO to research, shape, and drive solution engagements from inception to closure.

• By integrating these skills with effective thought leadership, this role is responsible for defining and implementing a successful business plan focused on the sale of sophisticated software solutions within a channel distribution context.

• Acts as the senior relationship executive for the Alliance, overseeing both Accenture and FICO teams, including sales, pre-sales, technology, and professional services delivery groups to execute the joint Business Plan.

• Proactively engages in the development of joint value propositions with Accenture to facilitate the sale of FICO solutions and Accenture services to end clients.

• Generates, qualifies, and converts new leads through networking, prospecting, and executing targeted sales campaigns.

• Collaborates with Product Management to create productizable segments of custom work that can be packaged as products with intellectual property.

• Effectively manages the end-to-end delivery of multiple sales engagements from pipeline development to contract negotiations.

• Initiates and oversees co-marketing and co-sales campaigns with Accenture to drive adoption and revenue enhancement.

• Represents FICO at Accenture conferences, industry events, and association meetings.

• Maintains a thorough understanding of FICO's solutions and product offerings.

• Cultivates relationships with senior client stakeholders in Business and Technology to gain insights into their critical decision management challenges while articulating FICO’s platform capabilities.

⛳️ Requirements

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

• Possesses extensive consultative selling experience and executive relationships in relevant industries (e.g., financial services), preferably with a focus on technology or decision science.

• Capable of explaining High Level Technical Architecture Designs, including involved capabilities and deployment and integration technologies.

• Strong understanding of pricing strategies in a channel distribution environment; previous experience with transaction-based and revenue share pricing strategies is a plus.

• Ability to develop a comprehensive partner business plan.

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

• Proven track record in identifying new business opportunities within direct and channel selling environments, with experience in managing partner pipelines to ensure alignment with internal forecasting cycles.

• Expert understanding of market trends and target client needs, with a demonstrated capability to connect those needs to FICO solutions and identify opportunities beyond traditional offerings early in the sales cycle.

• Willingness to travel.

🏝️ Benefits

• Highly competitive compensation.

• Benefits and rewards programs designed to motivate you to excel each day and be acknowledged for your contributions.

• A dynamic, people-first work culture that promotes work/life balance, employee resource groups, and social events to foster interaction and camaraderie.

• Opportunities to make a meaningful impact and grow professionally by leveraging your unique strengths and engaging in valuable learning experiences.