Partner Account Managers (PAMs) combine payment services industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to drive partner-led growth by expanding the usage of FICO IP across the territory via assigned key Partners. The major goal is to identify, pursue, and secure new payment financial partnerships (Acquirers, Processors and Networks), building new partner-led revenue streams through the expansion of FICO Software usage and enhanced partner satisfaction. The role includes collaborating with partners and FICO virtual teams to research, shape, and drive solution engagements from identification to close at both new and existing partners in an assigned territory.
By combining these competencies with strong thought leadership, this role defines and executes an effective business plan involving the sale of complex software solutions within a channel distribution environment. Our mission is to empower our partners to develop new and innovative financial services to empower organisations to make better decisions that drive business success. As a Partner Account Manager, you will play a crucial role in achieving this mission by expanding our reach through strategic partnerships.
Creates and executes strategic business plans for assigned partners by evaluating market opportunities, partner objectives, financial performance, executive priorities, and FICO's differentiated value proposition to drive long-term growth. Have existing and/or build relationships with C-Suite and Senior Level executives at assigned key Partner organizations to understand their goals and objectives and how to leverage FICO Intellectual Property to help them achieve those goals. Leverages the above details, and knowledge of FICO’s core competencies in analytics, software development and data management to build highly credible relationships with assigned partners.
Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver partner satisfaction while driving partner-led revenue growth. Actively engages in and pursues the sale of FICO Software solutions to drive towards the successful negotiation and close of assigned business via channel partners. Generates, qualifies, and converts new leads through networking and prospecting and executing sales campaigns at existing partners.
Identifies and translates compelling join solutions leveraging FICO Software that can be scaled via our Financial Services partners to create partner-led growth and drive tangible and significant client value (ROI) at the end client level, partner level, and FICO level. Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities. Simultaneously manages the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations.
Initiates and oversees co-marketing and co-sales campaigns with Partners to drive adoption and revenue growth from installed software. Maintains in-depth knowledge of FICO Software & product offerings and how they can be leveraged across the Financial Services industry. Access to and/or relationships with C-Suite and Senior level executives at Partners in the payments industry to collaboratively work together to achieve growth objectives. financial services) preferably with an emphasis in the technology or decision science arena.
Ability to build now, near and future joint-business plans with key Partners. Direct experience in selling SaaS solutions which either significantly expands the footprint of existing solution offerings or bundle products into a larger solution sale. Proven success in identifying new business opportunities in a direct and channel selling environment.
Expert understanding of Financial Services market trends and specific needs/issues of target partners, coupled with the demonstrated capacity to establish linkages between these needs and FICO Software. Excellent communication, professional presentation, and process/organizational skills, as well as strong creative orientation and the ability to craft innovative software solutions. An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don’t meet all stated qualifications.
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