Alliance Manager - North America and APAC
Guidewire Software, Inc. - United States

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ALLIANCE MANAGER - North America and Asia Page

Are you ready to help us grow our valued Alliances?

We are growing our Alliance Team to develop and drive local and regional partnership relationships to generate incremental revenue and drive customer success for Guidewire. Guidewire is constantly increasing our products and services offerings to help meet the demands in the Property and Casualty Insurance industry. We see a real opportunity to take our existing relationships with local and regional Alliance relationships to the next level by bolstering their ability to understand Guidewire’s go-to-market strategies. We also see room for formulating and executing new strategies that are WIN-WIN partnerships for different regions.

In a perfect world, we would like our Alliance Manager to help influence the Partners’ Services organization to build a Guidewire Practice to support Guidewire Business and implementations.

The ideal candidate has expertise driving new joint solutions with Partners for targeted customers and market segments. To be successful, you will have a strong background in enabling Partners to be well-versed and knowledgeable in complex and technical value propositions and messages, as Guidewire’s are sophisticated. You should also be able to identify strengths and weaknesses in Partners’ technical abilities in order to gauge their ability to implement Services around Guidewire’s solutions and to address any learning opportunities by evangelizing our educational offerings.

In general at Guidewire we look for both business expertise and technology expertise, and in this role, it is no exception. We need someone who can see a mile high view and anticipate needs and the business, but we also need someone who can foster loyalty and growth in their Partner relationships based on their previous relationships with Partners and their strategic vision.

Are you dedicated to rationality in your dealings with your colleagues, clients and other departments?

We prize clear, rational and collaborative communications in our leadership team that is 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 place a high value on team compatibility and in treating others with integrity, respect and collegiality. We live and breathe these values, and they drive all of our hiring and business decisions.

Guidewire is a software company.

Our customers are insurance companies, and insurance software is surprisingly complex, difficult to get right, and actually a lot of fun to work on. In order to meet the market’s needs, our Alliances are critical. Without our Alliances we would be unable to maintain our commitment to 100% customer satisfaction. Demand for our software is on the rise, and we are growing to meet the needs of the market. Our market is the worldwide Property & Casualty Insurance industry so you should have expertise in the Canadian and American markets with regional smaller boutique partners, but also potentially have expertise in China.

What will I be doing – ideally?

As an Alliance Manager, you will be responsible for business development by solidifying, establishing and growing our local and regional alliance relationships based on Guidewire’s go-to-market requirements. You will formulate and execute a strategy to establish a win-win partnership with Guidewire and Partners for specific regions. You should enable the Partner-driven activities to increase the Guidewire specific revenue with an emphasis on Partner – initiated sales opportunities as well as encouraging them to influence and collaborate with Guidewire’s other departments (Sales, Sales Consulting, Marketing). You will be the go-to-person within Guidewire accountable for Alliance related matters for the specifically designed region and Partner type.

Your first goal will be to master, communicate, and align to the complexity of the Partner’s organizations. Once mastered, you should move on to establishing and maintaining senior level relationships between Guidewire and Partners across functions including Sales, Services, Marketing, and Development. We expect to have regular updates on an annual business plan to be delivered quarterly so you should have expertise in documenting, updating and communicating to us on Sales, Services, resource alignment and rules of engagement. We fully expect that you may need to shepherd the respective Partner’s sales constituents through Guidewire’s software sales cycle, ensuring the ability to initiate and value – add to Guidewire’s sales process. It will be your responsibility to work with Partners and Guidewire’s sales teams to create account specific and regional-specific go-to-market plans and co-sell strategies. Once sold, you will be responsible to work with Partners’ and Guidewire service’s team to ensure customer project success. You should feel comfortable to negotiate all agreements (including but not limited to NDAs, Partner Connect Program inclusion, Teaming, Reseller, Referral, etc.) between the companies. Internally you will work with Guidewire marketing to leverage Partners’ marketing resources to achieve mutual awareness, lead/demand generation, thought leadership goals. Ideally you will also form part of the Global Alliances Team contributing best practices, developing elements of the Partner engagement, and bringing fresh ideas to the team.

Our hiring is as methodical, rational and stringent as our Development standards…so here are a few of our favorite things.

Functional:
7+ years sales, sales management, alliance management experience in enterprise software business.

Expertise and connections in the Insurance and/or Financial Services market is a plus.

Former leadership role in developing and managing local, regional and global alliance relationships having attained revenue and regional growth measurements for success .

Organizational:
Demonstrated success working in a multi-regional company.

Personal:
Experience working across global regions.

Responsive, self-motivated, professional, enthusiastic, collaborative and team-oriented, and ethical character traits.

Able to travel.

Mandarin or Cantonese language skills at a business level (a wish not a requirement)

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.

What’s in it for me otherwise?

We know that people work based on incentives so we have a scalable compensation policy. We pay base, performance incentives, and restricted stock units. Now that we are a public company, you can not only participate in profit sharing but in the equity distribution of our mutual outcome. Given that Guidewire was a top performing IPO in 2012, we are confident that you will appreciate this strategy.

Why Guidewire?

As a team, our mission is to provide distinguished consulting and support services to prospects, partners, and customers which result in 100 percent reference-able customers which guides us in all that we do. Guidewire has pursued one mission from its founding as a company in 2001: to be the pre-eminent provider of next-generation core systems — policy, claims, and billing — to the global property-casualty (general) industry. All of our employees understand that we serve only one industry and strive to solve one problem : to enable insurance carriers to migrate completely from legacy systems to a modern core system platform. We have recruited extensively among experts in the industry to ensure that we learn from veterans of insurance system design and implementation. Today, insurance experience is pervasive throughout the Guidewire organization, especially in our Product Management and Implementation Services groups. The company is headquartered in Foster City, California, US with offices in London, Dublin, Paris, Munich, Sydney, Toronto, Tokyo, Hong Kong, and operations in Poland and mainland China. Guidewire is owned by its employees and is also publicly traded on the NYSE EURO under the call sign GWRE.

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