GSI Partner Account Manager - Accenture

📋 Description

• • Serve as the senior relationship executive for the FICO-Accenture alliance, managing cross-functional teams across sales, pre-sales, technology, and professional services to execute the joint business plan.
• • Grow FICO’s annual recurring revenue (ARR) and Center of Excellence (CoE) within North America by developing and driving joint value propositions that integrate FICO’s AI decisioning technology with Accenture’s services.
• • Collaborate with Accenture and internal FICO teams to research, shape, and close complex software solution engagements from initial identification through contract negotiation and delivery.
• • Generate, qualify, and convert new leads through proactive networking, prospecting, and targeted sales campaigns aimed at expanding FICO’s footprint within Accenture’s client base.
• • Initiate and oversee co-marketing and co-sales campaigns with Accenture to increase brand visibility, solution adoption, and revenue growth.
• • Act as FICO’s representative at Accenture events, industry conferences, and association meetings to strengthen partnership visibility and thought leadership.
• • Work closely with FICO Product Management to productize custom solutions with reusable IP, transforming them into scalable, repeatable offerings for broader market deployment.
• • Maintain expert-level knowledge of FICO’s full portfolio of analytics and decision management solutions to effectively position them within Accenture’s consulting engagements.
• • Develop and manage a comprehensive partner business plan with clear revenue targets, strategic initiatives, and alignment to FICO’s forecasting cycles.
• • Craft and sell multimillion-dollar client value propositions to Accenture’s C-suite executives, emphasizing how FICO’s technology enhances their service offerings.
• • Apply consultative selling techniques in a channel distribution environment, leveraging deep understanding of transaction-based and revenue-share pricing models.
• • Identify emerging market trends and client needs, proactively linking them to FICO’s solutions and uncovering opportunities beyond traditional use cases early in the sales cycle.
• • Demonstrate entrepreneurial drive and urgency while maintaining disciplined sales processes for complex deals with varying close cycles.
• • Build and sustain strong teaming relationships with third-party alliances, ensuring high levels of client satisfaction and measurable financial outcomes.
• • Travel as required to meet with Accenture stakeholders, attend industry events, and support joint client engagements.