Pre-sales Senior Consultant at FICO

Job description

The role

The individual will primarily be responsible for developing business opportunities in both existing Clients as well as developing new client relationships primarily in South Africa. The activities are performed in corporation with FICO’s Client Partners responsible for the worked accounts and region.

Responsibilities

• Engage with clients and prospects consultatively to understand their needs and pain points, and define and propose viable solutions based on FICO’s analytic offerings, software, services and business consulting with a clear focus on business value and customer satisfaction
• Develop and maintain a breadth and depth of knowledge on the functional elements of FICO’s value propositions
• Build a strong network and relationships with key stakeholders of key FICO accounts in South Africa.
• Create and present compelling value propositions; lead the process to create outstanding deliverables and meetings that strengthen client relationships and enable generation of additional revenue; while leading the process you involve and work closely with your peers in the sales and pre-sales team
• Participate in and lead bid teams; provide content for RFQ, RFI and RFP responses; enable successful client workshops following the RFx responses
• Maintain and expand your domain knowledge of business processes in FICO’s core vertical industries and horizontal business areas
• Understand your client’s business, industry context and market pressures
• Execute and contribute customer account plans with well-defined success criteria
• Manage a portfolio of client opportunities and actively contribute to the progression of each opportunity
• Contribute to demand generation activities such as marketing events, webinars, blogs and white papers

Your experience

Significant experience working either:

• vendor-side in pre-sales with experience selling Credit Risk software or analytic solutions
• ‘in house’ as a Credit Risk Technologist for a blue-chip financial services client
• A solid understanding of business-to-consumer (B2C) risk management processes, particularly in banking, consumer finance, telecommunications, retail, or insurance
• Strong interpersonal and relationship building skills. Able to drive successful communication with Subject Matter Experts, Department managers, Business owners, IT owners and Executives
• Demonstrated strong presentation skills both in person and in writing
• Firm understanding of what is required to implement and make best use of Decision management systems
• Proven practical experience of solution components falling into the following categories:
• Decision Management Systems (e.g. FICO Blaze Advisor)
• Predictive analytics, model management, and data mining (e.g. application, behaviour, marketing models, FICO model builder)
• Optimisation (e.g. FICO Xpress Optimization Suite or FICO Decision Optimizer)
• Data visualisation and exploration
• Workflow and Business Process Management (BPM)
• Experience with the creation, position and sell compelling business cases enabling solution sales

About you

• you are an experienced user of Credit Risk Systems, able to explain stakeholders how to make better decisions by improving their data, analytics and software
• you are passionate about the ability of technology and advanced analytics to improve real world business applications across a wide range of use cases in the financial services sector and beyond
• you are a team player who enjoys working with others to reach a goal and for whom customer satisfaction is paramount
• you are a strong communicator and have excellent written language, verbal, and presentation skills
• you are a self-starter who enjoys working in a dynamic environment

Qualifications

• Bachelor’s degree or higher, ideally in a subject such as Computer Science, Economics or Engineering
• Language skills
• Fluent in English
• Able to communicate in other African languages is an advantage