Telco Partner - GTM Lead

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.

• 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 Q  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,…