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Regional Alliance Manager- Americas(HQ/Remote)

  • Department Global Alliances
  • Location San Mateo, CA
Guidewire is growing our Alliances team to meet the demand for our new products and partnerships globally. We need a gifted, Regional Alliance Manager to partner closely with our external partners as well as our Sales, Services, and Sales Consulting teams internally to meet our global sales demand.

As a Regional Alliance Manager, you will develop and lead partnerships within the North America region, collaborate on partner enablement strategies, cultivate account level relationships with Guidewire Sales teams, 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 great foundation in partner relationship development and management.
Consistent record working in Global Alliance and Regional Alliance Manager models
A proven track record of working with Systems Integrators.
Alliance experience at a major software product or SaaS company that has sold globally to established and emerging markets is preferred.
Experience working at a Consulting Firm or Systems Integrator is desirable
Demonstrate both business acuity and technical aptitude to listen and speak at all levels internally and externally in sales and execution functions.

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.

What will I be doing?

  • Lead and prioritize all new consulting partner inquiries and consulting partners currently in incubation.
  • Become the go-to-person for all SI related matters for a set of named accounts by mastering the complexity of the SI organizations and penetrating their leadership network.
  • Work in tandem with Guidewire sales and services team to formulate and execute a strategy to establish an outcome where everybody wins partnership between Guidewire and the SI;
  • Develop and maintain senior-level executive relationships between Guidewire and the SI
  • Analyze and settle how best to ensure the SI is proficient and knowledgeable about Guidewire's value propositions and messages;

  • Further our partnership philosophy to reinforce and establish rules of engagement between Guidewire and the Consulting Partner;

  • During sales pursuits, you will shepherd the respective SI constituents through Guidewire's software sales cycles ensuring benefit to Guidewire's sales process.
  • Work with SI and Guidewire sales teams to build 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 happiness 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, Deal Registration etc) between the two companies.
  • Within Guidewire, you will work with Guidewire Marketing to bring to bear 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 inventive.

  • Work with Guidewire services teams to supervise partner involved implementations and execute corrective plan (if vital).
  • Our hiring is as methodical, rational and exacting as our Development standards so here are a few of our favorite things.
  • Deep experience working in the enterprise software and SaaS.
  • Experience in developing and leading an alliance relationship/partnership.
  • Proven success working in a hybrid distribution sales model (direct sales, channel sales, alliance management and marketing)
  • Proven expertise in mastering a sophisticated technical sales and services' product offering.
  • Outstanding communication skills and strong global network.
  • Ability to present ideas in business-friendly and user-friendly language
  • Highly self-motivated, self-directed, and diligent to detail
  • Responsive, self-motivated, professional, hardworking, team-oriented, and ethical character traits.
  • Working optimally with Global Alliance managers and local sales and services teams to drive successful sales collaboration and project execution In the North American region.

The perks. The rewards. The good stuff.

We’re proud to shout about our awesome benefits packages. Holistic wellness is a big deal for us. We offer everything you need to support your work and, most importantly, your work-life balance. We’re committed to helping you be the best version of yourself. Inside and outside of work.
Financial
Receive market-competitive pay and incentive programs—because you deserve it! To help future-proof your income, we offer generous support through retirement savings plans.

Health and wellness
Keep your physical and emotional health in tip-top shape with health insurance for you and your family, an employee assistance program, annual wellness reimbursement, and access to wellness resources.

Flexible working
Work in an environment where you’ll have the freedom and trust to make an impact, with time for your life outside of work.

Downtime
Relax and kick back through our generous paid time-off programs. Make a difference in your community with three volunteer days each year. Take your own personal day of rest with My Day. We also offer 16 weeks of paid leave for all new parents.

Continual development
We encourage self-directed learning and holistic wellness, giving you every chance to become a better version of yourself, both professionally and personally. At Guidewire, lifelong learning is here for the taking.
 

About Guidewire

Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently.

Guidewire combines core, data, digital, analytics, and AI to deliver our platform as a cloud service. More than 400 insurers, including 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 1000+ successful projects, supported by the largest R&D team and partner ecosystem in the industry. Our Marketplace provides hundreds of add-ons that accelerate integration, localization, and innovation.

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.

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 (650) 356-4940 or 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, call (650) 356-4940 or 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.
Talent rewards

The perks. The rewards. The good stuff.

We’re proud to shout about our awesome benefits packages. Holistic wellness is a big deal for us. We offer everything you need to support your work and, most importantly, your work-life balance. We’re committed to helping you be the best version of yourself. Inside and outside of work.

FINANCIAL

FINANCIAL

Receive market-competitive pay and incentive programs—because you deserve it! To help future-proof your income, we offer generous support through retirement savings plans.

HEALTH AND WELLNESS

HEALTH AND WELLNESS

Keep your physical and emotional health in tip-top shape with health insurance for you and your family, an employee assistance program, annual wellness reimbursement, and access to wellness resources.

FLEXIBLE WORKING

FLEXIBLE WORKING

Work in an environment where you’ll have the freedom and trust to make an impact, with time for your life outside of work.

DOWNTIME

DOWNTIME

Relax and kick back through our generous paid time-off programs. Make a difference in your community with three volunteer days each year. Take your own personal day of rest with My Day. We also offer 16 weeks of paid leave for all new parents.

CONTINUAL DEVELOPMENT

CONTINUAL DEVELOPMENT

We encourage self-directed learning, giving you every chance to become a better version of yourself, both professionally and personally. At Guidewire, lifelong learning is here for the taking.

CAREER MOBILITY

CAREER MOBILITY

Your career opportunities are only limited by your own imagination. Guidewire’s community is filled with chances to expand your horizons across any of our teams or worldwide‌‌‌‌‌‌‌ locations.