Solution Sales - Director (optimization)

Job Description Summary:

FICO is seeking a self-motivated, enterprise sales professional to help clients and partners unlock better decisions through the use of FICO’s optimization platform. This role focuses on financial services and related industries. The role requires successfully nurturing prospects, identifying key sales targets, proactively creating a diverse and comprehensive pipeline, running sales pursuits across a large territory, planning and communicating how targets will be met, developing partnerships with joint business cases, and collaborating effectively with FICO colleagues in pre-sales, professional services, finance, and legal.

What You Will Contribute:

• Build trusted relationships with C-Level and senior client stakeholders to gain insights into their most urgent decision management related business challenges while articulating how the capabilities of FICO Optimization enable business value.
• Effectively act as a Subject Matter Expert for Decisioning, Analytics and Optimization by providing thought leadership to clients on how they can leapfrog competition leveraging the capabilities of the cutting-edge FICO Platform.
• Research and shape potential solution opportunities through collaborative engagement with our Sales Consulting, and Professional Services teams to formulate and effectively position solution proposals.
• Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.
• Engage in complex deal structuring and negotiation efforts designed to win new deals and protect existing business.
• Ensure clients are delighted with solutions purchased and quality of service, to create win-win relationships that are long-term, expanding, and profitable.
• Collaborate across internal functions to shape the future direction of FICO’s optimization roadmap based upon market needs.
• Develop and manage pipeline within a defined territory, covering self-generated and in-bound field leads.
• Maintain and report accurate sales forecasts while managing to quarterly and annual targets.
• Be a great team member, work hard, and contribute to our culture.

Qualifications:

• Proven experience in building relationships with C-Level and senior technical and business unit executives.
• Able to combine a client’s industry and shared business challenges with the capabilities provided by analytic, optimization and decisioning platforms to formulate a coherent business value proposition.
• Demonstrated success structuring and selling complex, enterprise solutions to large and medium sized Financial Services clients with a personal rolodex of known contacts in these markets to jump start new pursuits.
• Proven experience in the Analytics and/or Optimization markets working for one the major vendors in the space (SAS, IBM, Experian, Gurobi, etc.) or one the major consulting firms (Accenture, Deloitte, Oliver Wyman, etc.) is a PLUS
• Technical background coupled with business expertise in one or many of financial services/banking, insurance, telecommunications is a PLUS
• A collaborative style with experience engaging a diverse group of internal stakeholders to articulate a truly compelling client value proposition.
• Excellent written and verbal communication skills, professional presentation and process/organization skills, as well as strong creative orientation and the ability to craft innovative solutions.
• A passion to learn and educate colleagues, and customers through presentations, and conversation.
• A good listener that is genuinely interested in client’s needs and can propose innovative solutions to their challenges.
• Proven ability to create a comprehensive client business plan to manage account sales while accurately forecasting future bookings and revenues.
• Ability to work with others cross functionally as part of solution team.
• Ability to travel up to 25-50% of business week.