At a Glance
- Tasks: Lead the Telco partnership with Tech Mahindra, driving software sales and building joint strategies.
- Company: Join FICO, a global leader in analytics software, transforming businesses worldwide.
- Benefits: Competitive pay, inclusive culture, career growth, and work-life balance.
- Other info: Dynamic environment with opportunities for travel and professional development.
- Why this job: Make a real impact in the fast-paced world of Big Data analytics.
- Qualifications: Experience in consultative selling and managing partnerships in the Telco sector.
The predicted salary is between 51750 - 63250 £ per year.
GSI Partner GTM Leads combine deep Telco industry knowledge, senior relationship-building skills, and a solutions-based, consultative-selling approach to grow FICO's partnership with Tech Mahindra in the global Telco vertical.
The primary objective is to grow software annual recurring revenue (ARR) and build a repeatable joint go-to-market motion through the creation of joint value propositions leveraging FICO's AI decisioning technology across credit risk, fraud risk, and revenue assurance.
The role operates at the intersection of two global organisations, driving pipeline from both existing mutual accounts and new Tech Mahindra Telco relationships.
By combining strong thought leadership with executive engagement, this role defines and executes an effective joint business plan involving the sale of complex software solutions within a channel distribution environment.
- What You'll Contribute
- Serve as the senior GTM leader for the FICO-Tech Mahindra Telco alliance, managing both organisations' sales, pre-sales, and delivery teams to execute on the joint business plan.
- Build and maintain joint account plans for target Telco accounts, driving pipeline from existing mutual relationships and net-new Tech Mahindra Telco accounts.
- Actively pursue new-business opportunities by engaging economic buyers - CRO, CFO, COO, CEO - moving beyond traditional IT contacts and leading with FICO's Collections and decisioning capabilities.
- Generate, qualify, and convert leads through joint prospecting, account planning sessions, and co-sell campaigns with the Tech Mahindra Telco practice.
- Build the repeatable Telco sales playbook - packaging FICO use case positioning, commercial models, and proof points for adoption by Tech Mahindra account teams across EMEA, NORAM, LATAM & APJ.
- Manage pipeline governance: maintain Salesforce hygiene, report activity weekly to both organisations, and contribute to quarterly business reviews against agreed partnership metrics.
- Enable Tech Mahindra Telco account managers on FICO's solution portfolio; represent FICO at industry events, client briefings, and Tech Mahindra internal reviews.
- Initiate and oversee co-marketing and co-sell campaigns to drive adoption and revenue growth across the Telco vertical.
Demonstrable experience managing a major GSI or systems integrator partnership to drive enablement, joint pipeline, and revenue materialisation in the Telco vertical.
- Deep consultative selling experience and executive relationships at CRO, CFO, COO, or CEO level within global Telco operators; proven ability to open new buying centres beyond IT.
- Experience selling complex platform software with a services wrap - credit risk, fraud risk, decisioning, analytics, or revenue assurance solutions strongly preferred.
- Ability to craft and execute a comprehensive joint business plan in a two-organisation environment; demonstrated success selling multi-million-dollar value propositions to C-suite executives.
- Familiarity with Telco commercial structures, BSS/OSS environments, and channel distribution pricing models including ARR, services multipliers, and revenue share arrangements.
- Disciplined pipeline management using MEDPICC or equivalent; experience maintaining Salesforce hygiene and driving accurate forecasting in a partner-led sales environment.
- Entrepreneurial drive and senior executive presence; comfortable representing two organisations simultaneously in high-stakes client and partner conversations.
- Outstanding communication and presentation skills; able to produce executive-ready account plans, deal briefs, and QBR packs independently.
- London-based with willingness to travel across EMEA and internationally.
FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions.
Join our world-class team today and fulfill your career potential!, At FICO, you can develop your career with a leading organization in one of the fastest-growing fields in technology today - Big Data analytics.
You'll play a part in our commitment to help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
FICO makes a real difference in the way businesses operate worldwide
- Credit Scoring - FICO® Scores are used by 90 of the top 100 US lenders.
- Fraud Detection and Security - 4 billion payment cards globally are protected by FICO fraud systems.
- Lending - 3/4 of US mortgages are approved using the FICO Score.
Global trends toward digital transformation have created tremendous demand for FICO's solutions, placing us among the world's top 100 software companies by revenue.
We help many of the world's largest banks, insurers, retailers, telecommunications providers and other firms reach a new level of success.
Our success is dependent on really talented people - just like you - who thrive on the collaboration and innovation that's nurtured by a diverse and inclusive environment.
We'll provide the support you need, while ensuring you have the freedom to develop your skills and grow your career.
Join FICO and help change the way business thinks!
Learn more about how you can fulfil your potential at www. fico. com/Careers FICO promotes a culture of inclusion and seeks to attract a diverse set of candidates for each job opportunity.
We are an equal employment opportunity employer and we're proud to offer employment and advancement opportunities to all candidates without regard to race, color, ancestry, religion, sex, national origin, pregnancy, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
Research has shown that women and candidates from underrepresented communities may not apply for an opportunity if they don't meet all stated qualifications.
While our qualifications are clearly related to role success, each candidate's profile is unique and strengths in certain skill and/or experience areas can be equally effective.
If you believe you have many, but not necessarily all, of the stated qualifications we encourage you to apply.
- An inclusive culture strongly reflecting our core values: Act Like an Owner, Delight Our Customers and Earn the Respect of Others.
- The opportunity to make an impact and develop professionally by leveraging your unique strengths and participating in valuable learning experiences.
- Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day and be recognized for doing so.
- An engaging, people-first work environment offering work/life balance, employee resource groups, and social events to promote interaction and camaraderie.
- #J-18808-Ljbffr
Telco Partner - GTM Lead in City of Westminster employer: Fair Isaac Corporation
FICO is an exceptional employer that fosters a culture of collaboration and innovation, providing employees with the opportunity to thrive in the fast-paced world of Big Data analytics. With a commitment to professional growth, competitive compensation, and a people-first work environment, FICO empowers its team members to make a meaningful impact while enjoying a healthy work/life balance. Located in the UK, this role offers unique advantages such as direct engagement with C-suite executives in the Payments Ecosystem and the chance to work on transformative projects that shape the future of financial services.
StudySmarter Expert Advice🤫
We think this is how you could land Telco Partner - GTM Lead in City of Westminster
✨Get Chummy with Industry Events
Dive into telecommunications networking conferences and expos. These are golden opportunities to meet potential employers like Fair Isaac Corporation and learn about open positions directly from their teams. Keep an eye out for workshops or panels – they’re perfect for showcasing your passion and expertise!
✨Join Networking Communities
Find online forums or local meetups that focus on telecommunications and networking. Sites like LinkedIn Groups or Reddit communities can be great for connecting with professionals in the field. Just remember to participate in discussions – you never know when someone might mention job openings at places like Fair Isaac Corporation.
✨Showcase Your Skills with Personal Projects
If you’ve got any personal projects or contributions to open-source networking tools, flaunt them! Create a portfolio that showcases your skills relevant to what telecommunication companies are looking for. It’s a great conversation starter during interviews and networking chats.
✨Utilise Online Job Boards Wisely
While we’re all about encouraging you to apply through our website, also keep an eye on job boards specific to tech and telecommunication roles. Websites such as Telecommunication Jobs and TechCareers often list full-time roles that may not appear elsewhere. Just be sure to tailor every application to grab attention – even small tweaks can make a big difference!
We think you need these skills to ace Telco Partner - GTM Lead in City of Westminster
Some tips for your application 🫡
Show Off Your Technical Know-How:When you're applying for a role in telecommunications and networking, it’s crucial to highlight your technical skills. Mention specific technologies you're proficient in, like IP networking, VoIP, or security protocols. Be sure your CV includes any relevant certifications such as CCNA or CompTIA Network+; they really show you've got the chops for the job.
Tailor Your Experience to Match Networking Projects:In your CV and cover letter, don’t just list your past jobs—showcase specific projects that align with the role! If you've worked on network design, implementation, or troubleshooting, weave those experiences in and highlight metrics to demonstrate your impact. This paints a vivid picture of how you'd fit into the role at Fair Isaac Corporation.
Show Enthusiasm for the Industry:With telecommunications evolving rapidly, it’s important to express your passion for the field in your application. Mention any trends or innovations you've been following that excite you and how they'd influence your work. This can really set you apart and show that you're not just after a job, but a career!
Keep It Clean and Professional:While it’s important to be personable, ensure your application maintains a clean and structured format. Use clear headings and bullet points to make it easy for hiring managers to dig into your skills and experience. Remember, you’re applying for a full-time role, so a well-organised application will signal your seriousness about the position at Fair Isaac Corporation.
How to prepare for a job interview at Fair Isaac Corporation
✨Brush Up on Networking Protocols
Make sure you’re up to speed with the key networking protocols like TCP/IP, UDP, and perhaps even MPLS if it's relevant. We can expect technical questions about how these protocols function and the problems they solve, so a solid understanding will help you shine.
✨Showcase Your Projects
Got a portfolio? Bring it along! Highlight any relevant projects where you've designed or managed network systems. This is your chance to demonstrate practical experience; employers love to see how your skills can be applied in real-world scenarios.
✨Get Comfortable with Technical Scenarios
You might be faced with a case study or a technical troubleshooting scenario during the interview. Practise responding to common networking issues—like packet loss or latency problems. Thinking through these scenarios will help us sound confident and competent in our responses.
✨Emphasise Team Collaboration Skills
In the telecommunications field, teamwork is key! Make sure to share examples of how you’ve worked collaboratively, whether in past jobs or projects at uni. Employers want to see that you’re not just technically savvy, but also great at working within a team setting.
