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Sr. Director, Technical Pre-Sales
FICO
- Richmond, Virginia, United States
- Richmond, Virginia, United States
Über
FICO (NYSE: FICO) is a leading global analytics software company, helping businesses in 100+ countries make better decisions. This role will lead a team of consultants at the forefront of helping clients solve their most complex business challenges. Your responsibilities include developing and inspiring a high‑performing pre‑sales organization, bridging cutting‑edge technology with client needs, and partnering closely with sales leadership to ensure rigorous, consistent deal execution from first discovery through close. What You’ll Contribute
Team Leadership & Deal Coaching: Coach pre‑sales consultants on opportunity qualification, deal strategy, and pipeline progression through regular one‑on‑ones, deal reviews, and performance conversations. Strategic Deal Oversight: Engage directly on high‑value and complex opportunities, providing senior‑level guidance on solution positioning, competitive differentiation, and executive stakeholder engagement. In‑Depth Client Discovery: Model and coach the team on conducting thorough discovery sessions that uncover clients’ true business pain, quantify the impact of inaction, and lay the groundwork for resonant solutions. Targeted Demonstrations & Solution Architecture: Oversee the design and delivery of customized product demonstrations and solution architectures that address client pain points and reinforce FICO’s competitive differentiation. Sales Enablement & Thought Leadership: Lead best practice workshops, contribute to industry conferences, and drive continuous enablement across the pre‑sales and sales teams. Cross‑Functional Partnership: Liaise between pre‑sales, product, and sales leadership to advocate for client and field insights, inform the product roadmap, and deploy resources strategically. What We’re Seeking
Leadership Experience: Proven track record of leading and developing pre‑sales, solutions consulting, or technical sales teams. Technical Foundation: Bachelor’s degree in Computer Science, Engineering, or a related field with a solid understanding of enterprise analytics, decisioning, or SaaS solutions. Domain Expertise: 5+ years in a Sales Engineering or Technical Pre‑Sales role with a history of winning complex, high‑value deals across industries such as financial services, supply chain, and manufacturing. Executive Communication: Exceptional ability to engage and influence executive stakeholders, translating complex technical concepts into compelling business value narratives. Strategic Problem‑Solving: Demonstrated ability to guide teams toward innovative, differentiated solutions addressing client challenges at tactical and strategic levels. Collaborative Leadership: Track record of working cross‑functionally to align pre‑sales, product, and sales around integrated go‑to‑market strategies that drive revenue outcomes. MEDDPICC Fluency: Familiarity with MEDDPICC or a comparable enterprise sales methodology, and the ability to coach teams on its practical application. Willingness to Travel: Ability to travel 25–50% to support key client engagements, coach the team in the field, and represent FICO at industry events. Our Offer to You
Inclusive culture reflecting core values: Act Like an Owner, Delight Our Customers, and Earn the Respect of Others. Highly competitive compensation, benefits and rewards programs that encourage you to bring your best every day. Targeted base pay range: $140,000 to $220,000. 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 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, veteran status, or any other protected class. Information submitted with your application is subject to the FICO Privacy Policy.
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Sprachkenntnisse
- English
Hinweis für Nutzer
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