Telco Partner - GTM Lead
Level inferred from job title
Job description
Senior GTM leader for the FICO–Tech Mahindra Telco alliance, growing software ARR and building a repeatable joint go-to-market motion in the global Telco vertical. The role manages joint sales, pre-sales and delivery teams across both organisations.
At a glance
- Employment
- Full-time
- Work mode
- Remote
What you'll do
- 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.
What we're looking for
- 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.
- 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.
Nice to have
- Experience selling complex platform software with a services wrap — credit risk, fraud risk, decisioning, analytics, or revenue assurance solutions strongly preferred.
Your team
GSI Partner GTM / FICO–Tech Mahindra Telco alliance
The role operates at the intersection of two global organisations, driving pipeline from both existing mutual accounts and new Tech Mahindra Telco relationships.
Benefits
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.
Apply
About FICO
A leading global analytics software company, helping businesses in 100+ countries make better decisions.
FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. FICO makes a real difference in the way businesses operate worldwide, including credit scoring, fraud detection and security, and lending.
Mission
Help businesses use data to improve every choice they make, using advances in artificial intelligence, machine learning, optimization, and much more.
Key facts
- Analytics software
- FICO® Scores are used by 90 of the top 100 US lenders.
- 4 billion payment cards globally are protected by FICO fraud systems.
- 3/4 of US mortgages are approved using the FICO Score.
- Among the world's top 100 software companies by revenue.
- Helps many of the world's largest banks, insurers, retailers, telecommunications providers and other firms.
Partners & customers
What they value
- Act Like an Owner
- Delight Our Customers
- Earn the Respect of Others