Job Description

Role Overview

Guidewire’s Go to Market organization is focused on scaling AI‑powered innovation, expanding into new markets and product categories, and ensuring every customer is successful and referenceable through structured, data‑driven execution and tight cross‑functional alignment.

As a Principal Solution Consultant, you sit at the intersection of this vision and our India growth strategy, serving as the senior field‑facing authority on how Guidewire’s platform, cloud services, and ecosystem can unlock value for Indian insurers.

Operating as a key member of the regional GTM leadership team, you will design and execute market‑entry and expansion plays for India, partnering closely with Sales, Professional Services, Product, and our partner ecosystem. You will champion local market needs back into our global roadmap while coaching and scaling an India‑based Solution Consulting team. This is a high‑impact, highly visible role for someone who is equally comfortable in the boardroom, on customer sites, and in the details of complex insurance workflows.

What You’ll Do

GTM Strategy & Market Penetration

• Partner with Regional Sales Leadership to refine and execute the India penetration plan, aligning with GTM’s broader priorities around AI‑powered innovation, product‑category expansion (such as Pricing/Rating and Underwriting), and international market growth.

• Identify high‑propensity Indian targets and customer segments, define regional “Win Themes,” and tailor global sales and solution playbooks for the Indian regulatory, product, and distribution landscape.

• Translate GTM packaging, pricing, and adoption strategies into field‑ready value propositions and deal tactics for India, ensuring alignment with global objectives for cloud and AI adoption and measurable customer value.

Strategic Market & Product Discovery

• Conduct “boots‑on‑the‑ground” discovery with Indian insurers to surface functional and regulatory gaps versus Guidewire’s out‑of‑the‑box capabilities, including IRDAI‑specific compliance workflows, India‑specific product constructs, UPI‑enabled real‑time claims payments, localized Health and Motor flows, and Health TPA models.

• Analyze trends across discovery engagements to distinguish one‑off asks from recurring India‑market themes, and feed structured insights into Product, Professional Services, and GTM leadership to inform regional content and solution strategy.
  

Competitive Intelligence & Positioning

• Build and continuously update detailed competitive battlecards for India, focusing on local core‑system incumbents, cloud/InsurTech competitors, and in‑house legacy platforms.

• Identify architectural and operational weaknesses in competitor stacks—such as monolithic cores, limited configurability, lack of AI/analytics, or brittle integrations—and convert these into clear differentiation narratives and objection‑handling strategies for the field.

• Design and deliver enablement sessions that raise GTM and Professional Services fluency in competitive positioning, supporting the broader GTM objective of establishing Guidewire as the leader in pricing, underwriting, and AI‑infused workflows.

End‑to‑End Deal Ownership

• Lead the functional sales cycle from early discovery through final selection, including RFI/RFP leadership, solution workshops, product demonstrations, and alignment of technical and commercial considerations.

• Partner with Account Executives to shape opportunity strategy, orchestrate internal stakeholders (Product, Professional Services, Security, Legal), and ensure that customer success, time‑to‑value, and long‑term adoption are clearly articulated—reflecting Guidewire’s company‑wide focus on measurable customer outcomes.

• Provide credible “technical air cover” during negotiations and executive reviews by addressing risk, scalability, integration patterns, and roadmap questions with transparency and depth.
  

Consultative Discovery & Solution Design

• Uncover the “pain behind the pain” in prospects’ current environments, including rigid legacy codebases, fragmented data, slow speed‑to‑market for new products, high cost of change, and limited AI enablement.

• Design target‑state solutions on Guidewire’s cloud platform that span core, digital, analytics, AI, and ecosystem integrations, ensuring functional completeness, regulatory alignment, and clear migration paths.

• Co‑create robust, quantified business cases that link Guidewire’s offerings to strategic outcomes such as reduced implementation effort and time, accelerated cloud adoption, improved operational efficiency, and enhanced customer experience—outcomes that are central to Professional Services and GTM priorities.

Product Localization & India Advocacy

• Aggregate recurring India‑specific requirements and propose a prioritized India roadmap to Global Product Management, aligned with broader Product and PDO strategies around regional content, AI infusion, and new product categories.

• Influence packaging, content, and reference architectures for India to ensure that regulatory, language, data‑residency, and ecosystem needs—such as India Stack, UPI, and Aadhaar‑linked KYC—are thoughtfully addressed in our platform and solutions.
  

Ecosystem Integration & Experience Design

• Collaborate with the Guidewire Marketplace team and local partners to design and demonstrate a frictionless Indian insurance experience, including integrations with:

  • India Stack components (e‑KYC, e‑Sign, and related services)

  • UPI and local payment gateways for real‑time premium and claims flows

  • Third‑party data providers, TPAs, aggregators, risk‑scoring engines, and AI‑driven fraud‑detection services

• Help systematize services‑led innovation into repeatable offerings by documenting solution patterns, reference architectures, and reusable assets for India, in line with Professional Services’ goal to industrialize repeatable, AI‑enabled offerings that cut implementation effort by 50% and time by 30%.

Field Leadership & Team Development

• Act as the primary technical and functional advisor to the Regional Sales Director and Managing Director for India, contributing to territory plans, lighthouse‑account strategies, and executive‑level engagements.

• Mentor and coach India‑based Solution Consultants on advanced storytelling, competitive positioning, discovery techniques, and executive presence, supporting the GTM VPMOM focus on building a scalable enablement engine for new products and markets.

• Foster a culture of inclusive collaboration and continuous improvement that reflects Guidewire’s emphasis on determination, collaboration, continuous learning, and bravery in how we show up for our customers and each other.

Cross‑Functional Collaboration & Mission Impact

• Work closely with Professional Services to ensure proposed solutions are implementable, cost‑effective, and aligned with the services organization’s ambitions to revolutionize services execution, leverage AI and automation, and scale to a profitable, high‑growth portfolio.

• Contribute field insights to Product, PDO, and Security teams on India‑specific compliance, data‑governance expectations, and platform requirements, supporting the broader company mission to deliver secure, scalable, AI‑enabled cloud solutions globally.

• Help bring Guidewire’s mission—transforming how the world’s P&C insurers do business through cloud, digital, analytics, and AI—to life in the Indian market by turning strategy into practical, high‑impact customer outcomes and referenceable success stories.

What We’re Looking For

• Extensive experience in solution consulting, sales engineering, transformation consulting, or product‑led presales within P&C insurance or closely related financial services.

• Deep understanding of Indian P&C insurance processes (such as policy administration, claims, and billing), IRDAI regulatory context, and common ecosystem integrations across payments, TPAs, aggregators, and data providers.

• Demonstrated success leading complex, multi‑stakeholder deal cycles end‑to‑end, including RFI/RFP ownership, executive‑level presentations, and alignment of business and technology decision‑makers.

• Strong architectural literacy across modern cloud platforms, APIs, integrations, and data/analytics, with familiarity in AI‑enabled insurance use cases and data‑driven decision‑making.

• Proven ability to craft compelling narratives that connect technology and AI‑powered innovation to measurable business value, simplifying complex concepts for diverse audiences.

• Experience influencing product direction or localization strategies based on structured market feedback, including regulatory requirements and regional feature gaps.

• Track record of mentoring or leading solution consulting or similar presales teams, with a collaborative, inclusive approach to leadership and talent development.

• Comfort operating in a highly cross‑functional, global environment, with the curiosity, courage, and commitment to learn continuously, embrace change, and challenge the status quo.

Why Guidewire

Guidewire is a global leader in cloud platforms for P&C insurers, combining digital, core, analytics, and AI to help customers modernize and thrive in a rapidly changing industry.

In India, we are investing for the long term, offering access to cutting‑edge projects, trusted leadership, and a culture where growth is shared and shaped by the people we work with and the experiences we create together.

You will join a team that values inclusive culture, career‑path clarity, leadership you can trust, and meaningful, mission‑driven work—factors that our people see as core strengths of Guidewire India.

Here, you can build a career that blends deep industry impact with innovation, helping redefine what’s possible for insurance across India and beyond while contributing directly to Guidewire’s purpose of transforming how the world’s P&C insurers do business.