Global Alliances Manager

• Global Alliance Managers (GAMs) combine industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to grow FICO’s relationships with Global Solution Integrators (GSIs).
• The primary objective is to establish a Center of Excellence (CoE) and grow software annual recurring revenue (ARR) through the creation of joint value propositions leveraging FICO’s industry leading decisioning technology.
• The role includes collaborating with GSI and FICO teams to research, shape, and drive solution engagements from identification to close.
• 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.

Requirements

• Demonstrable experience in establishing new ISV partnerships with GSIs,
• Possesses deep consultative selling experience and executive relationships in relevant industry (e.g., financial services)
• Strong understanding of pricing in a channel distribution environment
• Ability to craft a comprehensive partner business plan
• Demonstrated ability to craft and sell multi-million dollar client value propositions to “C-suite” executives
• Direct experience in selling solutions which significantly expands the footprint of existing product offerings or bundle products into a larger solution sale an advantage
• Proven success in identifying new business opportunities in a direct and channel selling environment
• Experience managing partner pipelines to ensure alignment with internal forecasting cycles
• Expert understanding of market trends and specific needs/issues of target end clients,
• Strong understanding of solution delivery requirements
• Entrepreneurial style, drive and sense of urgency
• Strong problem-solving and influencing skills.
• Excellent communication, professional presentation and process/organizational skills,
• Strong creative orientation and the ability to craft innovative solutions.
• Strong executive presence and professional image.
• Experience creating teaming relationships and 3rd party alliances
• Proven ability to deliver financial results and outstanding client satisfaction
• Able to apply a disciplined sales structure to complex deals with varying close cycles.
• Ability to travel.

Core Competencies

Demonstrates expertise in consultative selling and relationship management, with a strong focus on establishing ISV partnerships and crafting comprehensive business plans. Proven ability to drive software sales and deliver financial results in a channel distribution environment.

Highest-signal resume keywords

• Consultative Selling Experience
• Executive Relationship Building
• Partner Business Plan Development
• Channel Distribution Pricing Understanding
• Market Trend Analysis

ATS Optimization Keywords

Hard Skills

• ISV Partnership Establishment
• Multi-Million Dollar Value Proposition Crafting
• Solution Delivery Requirements Understanding
• Business Opportunity Identification
• Sales Structure Application

Soft Skills

• Problem-Solving Skills
• Influencing Skills
• Communication Skills
• Professional Presentation Skills
• Creative Orientation

Industry Keywords

• Global Solution Integrators
• Financial Services
• Channel Selling Environment
• Decisioning Technology
• Center of Excellence