Pre Sales Principal Consultant

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! The Opportunity  “As a New Business Sales Partner, you’ll be responsible for identifying new opportunities and cultivating new Customer Management and Credit Risk related to FICO Platform.  This role combines deep Customer Management and Credit Risk industry knowledge, senior relationship building skills and a solutions-based, consultative-selling approach to deliver client-based revenue and sales growth. The primary goal is to focus on building new revenue streams through the expansion of FICO Platform capabilities. The role includes the responsibility of supporting the North American direct and indirect sales teams to help in response of RFXs, Innovation Workshops, the development of PoCs/PoVs, Prototype Solutions, capability demonstrations and other related activities.” – Pre Sales Management Sr. Director    What You’ll Contribute  Partner with clients on discovery sessions to understand their current business challenges and growth strategies  Expert customer management and credit risk expertise identify the opportunity or the client pain through a discovery and scoping activities.  These leads to proposal development and creating the business case  Create comprehensive client business plans, engage in complex deal structuring and negotiations to protect existing business and win new deals.  Research and shape potential solution opportunities through collaborative engagement with internal resources to formulate and effectively position solution proposals.  Oversee or lead Go Market Strategy and assess Total Addressable Market  Lead or collaborate on innovation workshops and quarterly business reviews.  Assess and evaluate market opportunity from a quantitative perspective and market requirement.  Support direct/indirect sales teams as customer management and credit risk subject domain experts in financial services and telecommunications across the entire risk management lifecycle to include originations, credit risk, customer management, collections, digital transformation, customer experience, customer engagement and more  Actively maintain a thorough understanding of our own products and competitor strengths and weaknesses  Collaborate with Solution Sales Executive and Platform Presales teams to build platform demos to support customer management and credit risk use cases  Capturing industry trends for incorporation into sales conversations/presentations  Demonstrated ability to effectively communicate with a variety of stakeholders- from technical resources to C-level executive management.  Raise FICO Platform brand awareness through insightful and market relevant social media activity and client case studies.  Experience developing strategic planning documents, proposals, business cases, and executive presentations complemented by strong communication skills (verbal, written, presentation). Ability to convey and tailor analytical detail to be communicated to various levels of stakeholder, both internally and externally.    What We’re Seeking  Bachelor’s degree and, or experience developed in work environments.  Strong track record building relationships and a knack for understanding the client’s industry and business/technology challenges.  Demonstrated success structuring and selling complex, enterprise software solutions to large clients in financial services/banking a plus.  Knowledge or experience in Consumer Lending, Credit Risk, Account Management, Retail Banking and Fraud is also a plus.  Have a deep interest in, and or experience in both the technical and business use of data, behavioral profiles, decision management, orchestration, Machine Learning, Artificial Intelligence, Simulation, and Optimization in SaaS offerings.  A passion to learn and educate customers and FICO colleagues through presentations, and conversations. Strong soft skills, a genuine interest in people and a desire to help them be wildly successful.  A passion to work hard under tight deadlines and a pension for thriving in high pressure situations.  A collaborative style of working where the strengths of teammates are celebrated and the whole team is greater than the sum of its players.    Our Offer to You  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.  #LI-FD1 Why Make a Move to FICO? 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. Information submitted with your application is subject to the FICO Privacy policy at https://www.fico.com/en/privacy-policy