Alliance Manager, ANZ

Summary

Job Description

Regional Alliance Manager – APAC

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 align closely with our APAC Managing Director and his executive team, with our external partners as well as our Products, Sales, Services, and Sales Consulting teams internally to support our go to market strategy and meet our global sales demand.

As a Regional Alliance Manager, you will develop and manage partnerships with consulting partners/SI’s within the region (APAC) across the markets we operate in i..e ANZ, Japan and others.

• SI Partner Management will be the primary focus of this role. You will work with our consulting partners and SI’s on partner enablement strategies, fostering account level relationships and deal alignment with Guidewire Sales and Delivery teams, and discovering new opportunities for Guidewire market expansion. You should develop and drive the SI alliance partner to generate incremental revenue for Guidewire.

• You will also play a critical role in fostering three-way alignment between Guidewire, SI partners, and Technology Alliance Partners. By collaborating closely with regional SI teams and the Tech Alliances team, you will ensure the inclusion of the most suitable ISV partners in project scopes to enhance the Guidewire value chain. This alignment will help reduce project costs, improve customer satisfaction, and drive success for all stakeholders. Additionally, you will work with the field and partners to achieve APAC sell-through revenue goals.

Candidate Profile

• A strong foundation in partner relationship development and management.

• A track record in Enterprise Sales and selling complex core system deals.

• Demonstrated track record working in Global Alliance and Regional Alliance Manager models

• A proven track record of working with Systems Integrators, Resellers and/or SaaS technology providers

• Alliance experience at a major software product or services company that has sold globally to established and emerging markets is preferred

• English language skills are required

• Financial Industry expertise with domain knowledge in General Insurance is preferred

• Demonstrate both business acumen and technical aptitude to listen and speak at all levels internally and externally in sales and execution functions.

• Strong collaboration skills with the ability to work across multiple stakeholders/functions.

• Strong execution skills to keep relationships and opportunities moving forward

• More informally, we are looking for more of a “hunter” profile who has experience working in startup and ambiguous environments.

KPI’s for the Role

• This is a regionally focused role that will support both technology and SI/Consulting partners

• This compensation for this role will have a variable compensation component (30-40%) which will be paid out monthly in alignment with Guidewire’s sales commissions process

• 75% of the variable will be based upon achieving APAC revenue goals with partners (both SI’s and sell thru partners

• 25% of the variable will be paid out based upon achievement of quarterly mbo’s related to Go to Market initiatives

• Annual Bookings Targets and Quarterly MBO’s will be mutually agreed upon with the MD of Asia Pacific.

About Guidewire

Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently. We combine digital, core, analytics, and AI to deliver our platform as a cloud service. More than 540+ insurers in 40 countries, from new ventures to 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 1600+ successful projects, supported by the largest R&D team and partner ecosystem in the industry. Our Marketplace provides hundreds of applications that accelerate integration, localization, and innovation.

For more information, please visit www.guidewire.com and follow us on Twitter: @Guidewire_PandC.

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.