[Remote] GSI Partner Account Manager - Accenture

Note: The job is a remote job and is open to candidates in USA. FICO is a leading global analytics software company that helps businesses make better decisions. They are seeking a GSI Partner Account Manager to grow their relationship with Accenture in North America by leveraging FICO's AI decisioning technology and driving software annual recurring revenue.

Responsibilities

• Leverages the above details, and knowledge of FICO’s core competencies in analytics and decision management to build highly credible relationships with Accenture
• Serves as the senior relationship executive for the Alliance managing both Accenture 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 Accenture to result in the sale of FICO solutions and Accenture services 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 Accenture to drive adoption and revenue growth
• Acts as a representative of FICO at Accenture conferences, industry conferences and association meetings
• Maintains in-depth knowledge of FICO solutions & product offerings

Skills

• Demonstrable experience in building new partnerships with Accenture to drive 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 science 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
• Demonstrated ability to craft and sell multimillion dollar client value propositions to 'C-suite' executives
• Direct experience in selling solutions which either significantly expands the footprint of existing product offerings or bundle products into a larger solution sale an advantage
• Proven success identifying new business opportunities in direct and channel selling environments, with experience managing partner pipelines to ensure alignment with internal forecasting cycles
• Expert understanding of market trends and target client needs, with a demonstrated ability to link those needs to FICO solutions and identify opportunities outside of traditional offerings early in the sales cycle
• Entrepreneurial drive and sense of urgency balanced with strong collaboration, problem-solving, and influencing skills; able to apply disciplined sales structure to complex deals with varying close cycles
• Excellent communication, professional presentation, and organizational skills, with strong creative orientation and the ability to craft innovative solutions
• Experience building teaming relationships and 3rd party alliances, with a proven track record of delivering financial results and outstanding client satisfaction
• Ability to travel

Benefits

• 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.

Company Overview

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