Presales Solutions Consultant

The Opportunity

Japan’s financial services market is evolving rapidly—and FICO’s Platform is at the center of that transformation. We’re looking for a Senior Platform Pre-Sales Consultant to join our Japan team: someone who does more than explain technology. We need a storyteller—a professional who connects FICO’s world-class data, analytics, and decisioning capabilities to the real business challenges our clients face, and makes executives believe in what’s possible.

This role is built around a proven three-part pre-sales discipline: Tell a Story, Show the Solution, and Proof the Value. If that framework resonates with how you think about winning deals, this is your seat.

What You’ll Contribute

1. Tell a Story

• Lead discovery and executive engagement to understand each client’s most pressing business problems, competitive pressures, and strategic objectives.
• Craft compelling narratives that connect FICO Platform capabilities to client outcomes—translating complex analytics and decisioning concepts into language that resonates with business and technology executives.
• Build point-of-view presentations, executive briefings, and ‘art of the possible’ visions that open minds, build trust, and create pipeline.
• Position FICO’s differentiated approach in the Japan market context, drawing on local financial services dynamics and regulatory landscape.

2. Show the Solution

• Design and deliver tailored demonstrations of the FICO Platform—spanning decision management, AI/ML model deployment, real-time decisioning, and analytics—mapped directly to each client’s use cases.
• Partner with Solution Architects, Domain Experts, and Product teams to choreograph technically credible, visually compelling demo experiences.
• Support RFx responses, proof-of-concept scoping, and technical deep-dives that differentiate FICO’s platform approach from point-solution competitors.
• Continuously evolve demo assets and narratives to reflect new platform capabilities and emerging client priorities.

3. Proof the Value

• Build quantified business cases, ROI models, and value assessments that justify investment in the FICO Platform and accelerate deal progression.
• Translate FICO capabilities—optimization, strategy testing, champion-challenger, real-time scoring—into measurable business outcomes: reduced credit losses, improved approval rates, faster time-to-decision.
• Serve as a trusted client advisor through the evaluation phase, ensuring stakeholders are fully confident in the solution design before handoff to delivery.
• Contribute to post-sale success by ensuring the value articulated in pre-sales is reflected in delivery plans and success metrics.

Collaboration and Enablement

• Partner closely with Japan-based Account Executives and the broader APAC pre-sales community to align on deal strategy, coverage, and territory priorities.
• Collaborate with Global Solution Architecture, Product Development, and Professional Services to shape cohesive sales efforts that educate clients on the business value of the FICO Platform.
• Share wins, collateral, and proven frameworks back to the global pre-sales community to elevate team capability.
• Manage pre-sales activity in support of quarterly and annual targets, with significant earnings upside when targets are exceeded.
• Travel within Japan and the broader APAC region as needed (up to 50%) to maintain close client relationships and foster meaningful, face-to-face interactions.

What We’re Seeking

• Pre-Sales Excellence: Experience in a pre-sales, solutions consulting, or sales engineering role with a demonstrated ability to own the full pre-sales motion from discovery to close.
• Storytelling That Wins: A proven track record of building and delivering narratives—not just demos—that shift executive perspectives and accelerate deal cycles. The ability to simplify complexity without losing credibility.
• Platform and Technology Fluency: Hands-on comfort with complex software platforms involving decisioning, analytics, AI/ML, or data management. FICO Platform experience is a strong plus; deep familiarity with any enterprise decisioning or analytics platform is valued.
• Industry Depth: Experience in financial services—banking, credit risk, lending, fraud, insurance, or adjacent regulated industries—is strongly preferred. Understanding of the Japan financial services market is a significant advantage.
• Bilingual Fluency: Native or near-native Japanese with strong business English. Ability to present, negotiate, and engage at the executive level in both languages.
• Executive Presence: Comfort engaging with C-suite and senior business stakeholders; able to command a room, establish credibility quickly, and navigate complex organizational dynamics.
• Value Quantification: Experience building business cases, ROI models, or value-engineering frameworks that are credible with both finance and business stakeholders.
• Collaborative Leadership: A genuine team player who elevates colleagues, shares knowledge proactively, and builds strong partnerships across Sales, Product, and Delivery.
• Growth Mindset: A passion to learn, educate, and inspire—internally and externally—combined with the resilience to thrive in a fast-moving, competitive sales environment.
• Educational Foundation: Bachelor’s degree in Business, Technology, Finance, or a related discipline—or equivalent commercial experience.

Our Offer to You

• 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.