Job Description

Experience we seek:

• Foundation in partner relationship development and management.

• Experience working in Global Alliance and Regional Alliance Manager models

• Experience working with Systems Integrators

• Experience either managing SI relationships for a major software product, SaaS or AI company that has sold globally OR experience working as an Alliance Manager at a Consulting Firm or Systems Integrator

Skills/Traits Needed:

• Executive Communication skills - written and verbal

• Ability to communicate both internally and externally in sale and executive functions

• Relationship / Network building skills

• Project management skills

• Ability to present ideas in business/user friendly language

• Highly self-motivated, self-directed, and attention to detail

• Ability to work in a matrixed model (GAM/RAM)

• Team oriented, ethical, professional

• Highly responsive

• Willingness to travel (up to 30%)

Job Responsibilities:

SI Strategic Planning:

• Manage global relationships with assigned strategic System Integrators (SIs) and maintain senior-level executive relationships with them.

• Develop and execute comprehensive business plans with SI partners, addressing sales, delivery, marketing, and innovation investment targets.

• Serve as the primary liaison for all SI-related matters for a set of named accounts by mastering the SI organizations' complexity and penetrating their leadership network.

• Collaborate with Guidewire Sales, Services, and Product teams to strategically align partner capabilities with market needs and customer opportunities.

Maximize GW Sales/Revenue by effective collaboration with SI Partner:

• Increase incremental revenue from the alliance by enabling SIs to originate new business and encouraging heightened business development readiness.

• Define and execute mutually beneficial, account-level plans in tandem with Guidewire Sales, Services, and local regional teams.

• Develop and execute account-specific and regional go-to-market and co-sell strategies with SI and Guidewire Sales teams, and regularly update internal teams on progress

• Ensure the SI is proficient and knowledgeable about Guidewire's value propositions and messages

• Guide SI representatives through Guidewire's software sales cycles to ensure alignment with Guidewire's sales process.

• Work effectively with Regional Alliance Managers to drive successful joint sales action plans.

Drive SI toward Successful SI Delivery

• Influence the SI services team to build a robust Guidewire practice to support Guidewire business and implementations.

• Provide insight into SI resources and collaborate with Guidewire Services to ensure customer success.

• Establish and communicate clear rules of engagement between Guidewire and the Consulting Partner. Encourage partner alignment with GW preferred delivery models.

• Supervise partner-involved implementations with Guidewire Services teams and execute corrective plans as necessary.

• Work effectively with Regional Alliance Managers and local Services teams to drive successful project execution.

Maximize SI investment in joint Marketing and Innovation

• Work with Guidewire Marketing to identify and execute joint marketing opportunities with the partner.

• Facilitate and support the SI partner's innovation investment planning and execution (e.g. accelerator developments for marketplace, etc)

• Liaise with Guidewire marketing and SI Partner on all sponsorships of GW events

Manage/Operate the SI Alliance

• Be the ‘Go To” person within Guidewire for all things related to the partner you manage

• Serve as the liaison between the SI partner and Guidewire Legal during negotiations for agreements, including MSAs, NDAs, PartnerConnect, DevDemo, Reseller, and Deal Registration.

• Maintain comprehensive monitoring of all legal agreements with partners.

• Manage partner compliance with PartnerConnect program

• Keep Guidewire executive leadership team appropriately involved and informed of SI partner plans.

• At Guidewire, we foster a culture of curiosity, innovation, and responsible use of AI—empowering our teams to continuously leverage emerging technologies and data-driven insights to enhance productivity and outcomes.

What sets Guidewire's team apart?

We prize clear, rational and collaborative communications plainly based on logic, total dedication 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 partnership in Alliances. We architected the team to work as a unit and not only as individual contributors. Your ability to work well and synthesize with your teammates is paramount to your success here.

The US base salary range for this full-time position is $126,000 - $190,000 . Your base pay will depend on your experience, skills, education, training, and location among other factors. All full-time positions or part-time roles working 30 hours or more a week at Guidewire are eligible for benefits that support their health and well-being including health, dental, and vision insurance, paid time off, and a company sponsored retirement plan. In addition, some roles may be eligible for the annual company bonus plan, commissions, and/or long term incentive awards which are contingent on a variety of factors including, but not limited to, company and employee performance.

Disability Accommodations and Guidewire’s Appeals Process. Guidewire provides accommodations to the hiring process to create a fair opportunity for candidates with disabilities to contend for open positions. Accommodation requests should be directed to Accommodations@guidewire.com. If things do not go as hoped, we invite you to use our appeals process. Guidewire promises to independently review any denied accommodation and any decision not to offer you the position. The appeals process is the same in either case. Within five business days of receiving a notice of denial of an accommodation, or receiving a notice of your non-selection for a vacancy, e-mail Accommodations@guidewire.com to make an appeal. Guidewire will assign a new decision-maker to review the request and/or hiring decision, who will then notify you in writing of a decision within 10 business days.