Richard Dougherty Email & Phone Number

Leading a 7-member team in strategic product and positioning initiatives, I captured new customers in the financial and telecommunications segments and multiplied opportunities across FICO’s Marketing, Originations, and Customer Management solutions. As a partner to sales, marketing, and product teams, I influenced solution innovation and positioning for cloud and on-premise analytics, decisioning, and consulting solutions. Results include:> Driving $50MM+ in new bookings… Show more Leading a 7-member team in strategic product and positioning initiatives, I captured new customers in the financial and telecommunications segments and multiplied opportunities across FICO’s Marketing, Originations, and Customer Management solutions. As a partner to sales, marketing, and product teams, I influenced solution innovation and positioning for cloud and on-premise analytics, decisioning, and consulting solutions. Results include:> Driving $50MM+ in new bookings annually by unifying and cross-training pre-sales engineering teams.> Exceeding a 75% margin goal for solutions by helping resolve high-cost cloud deployments.> Increasing transaction revenue by a forecasted 20-30% closing data gaps.> Selling FICO’s first-ever Origination solution to a processor, enabling access to a new revenue source.> Quadrupling the auto finance customer base by targeting strategic accounts with customized solutions.> Launching the SaaS-based analytic execution solution, an entry-level solution that has been adopted into every analytic proposal and provides a path to end-to-end analytics solutions.> Closing our largest booking to-date. Show less

Greater Atlanta Area

Steering client engagements from initial pre-sales through contract negotiation and project delivery, I translated complex requirements into repeatable, scalable solutions. My team of expert technologists multiplied solution sales, exceeded every annual quota, and secured long-term contracts with leading banks and telecom clients.Results include:> Delivering a $100MM+ revenue stream with another $100MM+ in potential by maximizing the value proposition of an integrated Marketing… Show more Steering client engagements from initial pre-sales through contract negotiation and project delivery, I translated complex requirements into repeatable, scalable solutions. My team of expert technologists multiplied solution sales, exceeded every annual quota, and secured long-term contracts with leading banks and telecom clients.Results include:> Delivering a $100MM+ revenue stream with another $100MM+ in potential by maximizing the value proposition of an integrated Marketing Services/Origination Manager project for a major telecom provider.> Driving 5 sales in year 1 for a next-gen solution by ensuring the clarity of the cloud offering in sales collateral. Show less

I led the pre-sales team across Originations, Customer Management, and Collections lines of business to shape pre-sales strategy, software configuration, and demonstrations that secured major contracts.Results include:> Partnering on FICO’s then-largest direct sale of its first truly Connected Decisions solution, a $25MM+ contract with a further $18MM+ of investment.> Repeated the solution for second bank client at an initial investment of $12MM+ over 3 years and a 3-year… Show more I led the pre-sales team across Originations, Customer Management, and Collections lines of business to shape pre-sales strategy, software configuration, and demonstrations that secured major contracts.Results include:> Partnering on FICO’s then-largest direct sale of its first truly Connected Decisions solution, a $25MM+ contract with a further $18MM+ of investment.> Repeated the solution for second bank client at an initial investment of $12MM+ over 3 years and a 3-year extension.> Pioneering a standard opportunity evaluation method that reduced non-paid proofs of concept (POCs) by 50% while increasing bookings by 25%. Show less

Combining sales management, industry consultation, and technical expertise, I delivered sales and product development strategies that increased revenue and profitability while reducing costs.Results include:> Protecting pricing and profits by establishing a standard follow-up process that enabled FICO to clearly define and communicate its solution value to customers.> Increasing qualified deals and reducing the sales cycle by partnering with the learning team on a mobile… Show more Combining sales management, industry consultation, and technical expertise, I delivered sales and product development strategies that increased revenue and profitability while reducing costs.Results include:> Protecting pricing and profits by establishing a standard follow-up process that enabled FICO to clearly define and communicate its solution value to customers.> Increasing qualified deals and reducing the sales cycle by partnering with the learning team on a mobile client performance evaluation tool. Show less

I steered pre-sales technical direction for the Vectus solution in the US market, managing pre-sales resources across the Credit Management division. During my tenure, I introduced sales qualification, resource utilization, and cost/benefit models into the US business, adapted from best practices established by the EMEA business.

To position London Bridge products for growth across Europe, Middle East, and Africa, I served as the industry and technical expert for successful sales campaigns, including wins with major credit card issuers, auto lenders and insurance companies.

Richard was part of the graduate entry program. He performed a series of roles in his rotation in the sales and marketing function.

Ba Business Studies

Master Of Business Administration