Summary
Guidewire is growing our Alliances team to meet the demand for our new products and partnerships globally. We need a gifted, Director of Alliances to lead our EMEA alliance strategy and partner closely with our external partners as well as our Sales, Services, and Sales Consulting teams internally to meet our global sales demand.This is a player/coach position. As a Director of Alliances, you will lead a growing team of experienced alliance managers and also develop and manage your own partnerships within the UK markets. You and your team will collaborate on partner enablement strategies, co-branded marketing events, foster account level relationships with Guidewire Sales teams and partners, and discover new opportunities for Guidewire market expansion. You should develop and drive the alliance partner to generate incremental revenue for Guidewire.
Job Description
Guidewire is growing our Alliances team to meet the demand for our new products and partnerships globally. We need a gifted, Director of Alliances to lead our EMEA alliance strategy and partner closely with our external partners as well as our Sales, Services, and Sales Consulting teams internally to meet our global sales demand.
This is a player/coach position. As a Director of Alliances, you will lead a growing team of experienced alliance managers and also develop and manage your own partnerships within the UK markets. You and your team will collaborate on partner enablement strategies, co-branded marketing events, foster account level relationships with Guidewire Sales teams and partners, and discover new opportunities for Guidewire market expansion. You should develop and drive the alliance partner to generate incremental revenue for Guidewire.
Some of the experience we seek:
A strong foundation in partner relationship development and management.
Experience leading a team and setting European alliance strategy
Demonstrated track record working in Global Alliance and Regional Alliance Manager models
A proven track record of working with large Systems Integrators
Alliance experience at a major software product or services company that has sold globally to established and emerging markets is preferred
Fluent in English and a second language would be bonus
Experience within a major Systems Integrator is desirable
Demonstrate both business acumen and technical aptitude to listen and speak at all levels internally and externally in sales and execution functions.
Candidate must be comfortable working in a fast paced, growing environment
What sets Guidewire's team apart?
We prize clear, rational and collaborative communications plainly based on logic, total commitment to quality, and to making decisions based on factual evidence. Since a large portion of our team is dispersed throughout the world, your ability to communicate by written, oral and collaborative communications is required. We especially value teamwork in Alliances. We architected the team to work as a unit and not only as individual contributors. Your ability to get along and synthesize with your teammates is paramount to your success here.
Who is Guidewire Software?
Guidewire exists to deliver the industry platform that P&C insurers rely upon to adapt and succeed in a time of accelerating change—and to ensure that every customer succeeds in the journey. We provide the software, services, and partner ecosystem to enable our customers to run, differentiate, and grow their business.
Guidewire InsurancePlatform is the P&C industry platform that unifies software, services, and partner ecosystem to power our customers’ business. InsurancePlatform provides the standard upon which insurers can engage their customers, optimize their operations, drive smart decisions, and innovate quickly. We are privileged to serve more than 350 P&C insurers in 32 countries. We invest heavily in R&D to build a technology platform that combines three elements—core processing, data and analytics, and digital engagement—to enhance insurers’ ability to engage and empower their customers and employees.
What will I be doing?
Become the go-to-person for all SI related matters by mastering the complexity of the SI organizations and penetrating their leadership network;
You will set the strategy for Guidewire working with EMEA Consulting Partners and your team across Europe. This will involve working in tandem with the Global Alliance Managers, the Regional Alliance Managers on your team, and the Guidewire sales and services team to formulate and execute a strategy to establish a win-win partnership between Guidewire and the SI;
Develop and maintain senior-level executive relationships between Guidewire and the SI
Analyze and determine how best to ensure the SI is well-versed and knowledgeable about Guidewire's value propositions and messages;
Further our partnership philosophy to reinforce and establish rules of engagement between Guidewire and the SI;
During sales pursuits, you will shepherd the respective SI constituents through Guidewire's software sales cycles ensuring value-add to Guidewire's sales process;
Work with SI and Guidewire sales teams to create account-specific and regional-specific go-to-market plans and co-sell strategies, and keep the internal teams regularly updated on progress and updates;
Learn the SI and influence their SI services team to build a Guidewire practice to support Guidewire business and implementations;
Provide insight into their dedicated team resources and work with the SI and Guidewire's services team to ensure 100% customer satisfaction and project success including but not limited to writing SOWs, Training, and Governance. You will maintain close monitoring on all agreements with partners and negotiate agreements related to NDAs, Teaming, Reseller, Referral, etc) between the two companies.
Within Guidewire, you will work with Guidewire Marketing to leverage SI's vast marketing resources.
Increase revenue from the alliance. This may include enabling them to originate new business and encouraging them to be more business development ready and resourceful.
Work with Guidewire services teams to monitor partner involved implementations and execute corrective plan (if necessary).
Our hiring is as methodical, rational and stringent as our Development standards so here are a few of our favorite things:
Deep experience in the enterprise software business.
Demonstrated track record of career progression preferably at a high growth software development company in a global capacity.
Experience in developing and managing a global alliance relationship/partnership.
Demonstrated success working in a hybrid distribution sales model (direct sales, channel sales, alliance management and marketing)
Solid expertise in mastering a complex technical sales and services' product offering.
Exceptional interpersonal skills and strong global network.
Ability to present ideas in business-friendly and user-friendly language
Highly self-motivated, self-directed, and attentive to detail
Responsive, professional, enthusiastic, team-oriented, and ethical character traits.
Good communication skills with internal team is critical
Working effectively with Global Alliance managers and local sales and services teams to drive successful sales collaboration and project execution In the emea region.
Other duties and responsibilities as requested
What about Personal Attributes?
We live and operate by three basic principles. These are the same principles upon which Guidewire was founded and they remain at the heart of all we do today:
* We value integrity in everything that we do-- truthful relationships with customers, prospective customers, partners, investors, and each other.
* We are dedicated to rationality-- communicating through clear arguments, building excellent quality products, and making decisions carefully on the basis of factual evidence.
* We prize collegiality-- working together as professional equals, with a minimum of hierarchy.
Why Guidewire?
Guidewire exists to deliver the industry platform that P&C insurers rely upon to adapt and succeed in a time of accelerating change—and to ensure that every customer succeeds in the journey. We provide the software, services, and partner ecosystem to enable our customers to run, differentiate, and grow their business.
Guidewire InsurancePlatform is the P&C industry platform that unifies software, services, and partner ecosystem to power our customers’ business. InsurancePlatform provides the standard upon which insurers can engage their customers, optimize their operations, drive smart decisions, and innovate quickly. We are privileged to serve more than 350 P&C insurers in 32 countries. We invest heavily in R&D to build a technology platform that combines three elements—core processing, data and analytics, and digital engagement—to enhance insurers’ ability to engage and empower their customers and employees.
About Guidewire
Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently. We combine digital, core, analytics, and AI to deliver our platform as a cloud service. More than 540+ insurers in 40 countries, from new ventures to the largest and most complex in the world, run on Guidewire.
As a partner to our customers, we continually evolve to enable their success. We are proud of our unparalleled implementation track record with 1600+ successful projects, supported by the largest R&D team and partner ecosystem in the industry. Our Marketplace provides hundreds of applications that accelerate integration, localization, and innovation.
For more information, please visit www.guidewire.com and follow us on Twitter: @Guidewire_PandC.
Guidewire Software, Inc. is proud to be an equal opportunity and affirmative action employer. We are committed to an inclusive workplace, and believe that a diversity of perspectives, abilities, and cultures is a key to our success. Qualified applicants will receive consideration without regard to race, color, ancestry, religion, sex, national origin, citizenship, marital status, age, sexual orientation, gender identity, gender expression, veteran status, or disability. All offers are contingent upon passing a criminal history and other background checks where it's applicable to the position.
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