- 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
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Global Alliances Manager Arbeitgeber: Jobtailor
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