Telco Partner – GTM Lead

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

📋 Description

• Act as the principal GTM leader for the FICO–Tech Mahindra Telco partnership.

• Oversee the sales, pre-sales, and delivery teams from both organizations to implement the joint business strategy.

• Create and sustain collaborative account strategies for targeted Telco clients.

• Cultivate pipeline opportunities through existing partnerships and new Tech Mahindra Telco clients.

• Engage with economic decision-makers and seek out new business opportunities beyond conventional IT connections.

• Generate, assess, and convert leads via collaborative prospecting, account strategies, and co-selling initiatives.

• Develop a replicable Telco sales playbook that includes use-case positioning, commercial models, and proof points.

• Oversee pipeline governance, maintain Salesforce hygiene, report weekly activities, and conduct quarterly business evaluations.

• Support Tech Mahindra Telco account managers in understanding FICO’s solution offerings.

• Represent FICO at industry conferences, client meetings, and internal Tech Mahindra reviews.

• Initiate and manage co-marketing and co-selling campaigns to enhance Telco adoption and revenue growth.

⛳️ Requirements

• Proven experience in managing a significant GSI or systems integrator partnership within the Telco sector.

• Extensive consultative selling expertise and established relationships with CRO, CFO, COO, or CEO levels in global Telco operators.

• Demonstrated capability to access new buying centers outside of IT.

• Experience in selling intricate platform software accompanied by services.

• Knowledge of credit risk, fraud risk, decision-making, analytics, or revenue assurance solutions is highly preferred.

• Ability to design and implement a comprehensive joint business strategy in a bi-organizational context.

• Proven track record of selling multi-million-dollar value propositions to C-suite executives.

• Understanding of Telco commercial frameworks and BSS/OSS systems.

• Familiarity with channel distribution pricing models, including ARR, service multipliers, and revenue sharing agreements.

• Disciplined approach to pipeline management using MEDPICC or similar methodologies.

• Experience in maintaining Salesforce hygiene and facilitating accurate forecasting in a partner-driven sales setting.

• Entrepreneurial spirit and strong executive presence.

• Exceptional communication and presentation abilities.

• Capability to independently create executive-ready account strategies, deal summaries, and quarterly business review documents.

• Based in London with a readiness to travel across EMEA and internationally.

🏝️ Benefits

• An inclusive culture that embodies FICO’s core values.

• Opportunities for professional growth and meaningful learning experiences.

• Competitive salary, benefits, and rewards programs.

• Emphasis on work/life balance.

• Access to employee resource groups.

• Participation in social events.

• Support for skill development and career advancement.