Telco Partner - GTM Lead
Core
Senior GTM Lead driving FICO's partnership with Tech Mahindra to grow ARR in the global Telco vertical through joint go-to-market motions leveraging AI decisioning technology.
Role type
Senior GTM Lead (Channel/Partner Sales)
Builds
Joint business plans, sales playbooks, and co-sell campaigns for FICO's credit risk, fraud risk, and revenue assurance solutions.
Domain
Telecommunications (Telco) / Financial Services Analytics
Deliverable
production ML models | product features
Required skills
GSI/partnership management, consultative selling, executive engagement (CRO/CFO/CEO), joint account planning, pipeline governance, MEDPICC, Salesforce hygiene, Telco commercial structures, BSS/OSS familiarity.
Preferred skills
Complex platform software sales with services wrap, multi-million-dollar deal closing, channel distribution pricing models.
Responsibilities
Manage sales/pre-sales/delivery teams for the FICO-Tech Mahindra alliance; build joint account plans; pursue new business with economic buyers; generate and convert leads via co-sell campaigns; build repeatable Telco sales playbook; manage pipeline governance and reporting; enable partner account managers; oversee co-marketing campaigns.
Seniority
Senior, hands-on IC
