Alliance Manager, DACH Guidewire Software
The role of the Alliance Manager is to Identify and establish local and regional alliance relationships based upon Guidewire's go-to-market requirements in a specifically defined region within Europe. (Region TBD dependent on candidate location and experience.)
Formulate and execute a strategy to establish a win-win partnership between Guidewire and Partners for the Region.
Influence Partners' Services organizations to build a â€œGuidewire practiceâ€ to support Guidewire business and implementations.
Drive potential new joint solutions with Partners for targeted customers or market segments.
Enable Partners to be well-versed and knowledgeable about Guidewire's value proposition and messages.
Enable Partners to be technical able to provide implement Services around Guidewire's solutions.
Increase Guidewire's revenue through Partner-driven activities with emphasis on Partner initiating sales opportunities as well as influencing and collaborating with Guidewire.
Go-to-person within Guidewire accountable for DACH Alliance related matters for the specifically defined region.
Master, communicate and align to the complexity of the Partners' organizations.
Establish and maintain senior-level across relationships between Guidewire and Partners across functions including Sales, Services, Marketing, and Development.
Document, update and communicate an annual business plan with quarterly updates between Guidewire and its Partners including Sales, Services, resource alignment and rules of engagement.
Shepherd the respective Partners' sales constituents through Guidewire's software sales cycle, ensuring the ability to initiate and add value-add to Guidewire's sales process.
Responsible to work with Partners and Guidewire sales teams to create account-specific and regional-specific go-to-market plans and co-sell strategy.
Responsible to work with Partners' and Guidewire service's team to ensure customer project success.
Negotiate all agreements (including but not limited to NDAs, Partner Connect Program inclusion, Teaming,
Reseller, Referral, etc.) between the companies.
Work with Guidewire marketing to leverage Partners' marketing resources to achieve mutual awareness, lead/demand generation, thought leadership goals.
Form part of the Global Alliances Team contributing best practices, developing elements of the Partner engagement, etc.
Form part of the EMEA Guidewire Team representing Partnering activities and contributions to EMEA organizational goals.
10+ 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 .
Demonstrated success working in a multi-regional company.
Experience working across Europe with particular focus in DACH.
Responsive, self-motivated, professional, enthusiastic, collaborative and team-oriented, and ethical character traits.
Able to travel extensively
Languages: Fluent English and German
As the number one provider of enterprise software applications to the property and casualty insurance industry, we beat our competitors (Accenture, SAP, and others) 9 times out of 10. Guidewire is an award-winning company both within the insurance industry and in the software technology space. Given our success and increasing demand for our products domestically and internationally, we continue to experience double-digit revenue growth. Guidewire has offices throughout the world, including in London, Munich, Paris, Sydney, Tokyo, Toronto, Hong Kong, and the United States.
Profitable Investors: Battery Ventures
, Bay Partners
, U.S. Venture Partners All Jobs: at Guidewire Software
|Headquarters:||2211 Bridgepointe Parkway, Ste 200|
San Mateo, CA 94404
|Company Profile:||Guidewire Software is a profitable, privately held, and VC-backed enterprise software product development company that exclusively serves the 1.5 trillion dollar property and casualty insurance industry. Our products enable companies such as GEICO, Liberty Mutual, and Amica to efficiently run their high volume core operations, including underwriting, policy administration, claims, and billing.
Our success can be directly attributed to the bright and extremely talented employees who make it all happen. If you are looking for an opportunity where your talents will not only be recognized and leveraged but also challenged, at a company that is grabbing significant market share in a 1.5 trillion dollar industry, then Guidewire is the place for you. We have an extremely low-turnover organization and 100 percent customer referenceability.
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