GSI Global Alliances Manager - TCS
About the role
The Opportunity Global Alliance Managers (GAMs) combine industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to grow FICOs 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 FICOs 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.
Responsibilities
- Leverages the above details, and knowledge of FICO’s core competencies in analytics and decision management to build highly credible relationships with assigned GSIs.
- Serves as the senior relationship executive for the Alliance managing both GSI 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 GSIs to result in the sale of FICO solutions 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