Director, Alliances – APAC

Job not on LinkedIn

🔥 1 minute ago

🇦🇺 Australia – Remote

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 11%

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Guidewire Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

🛡️ Insurance

💰 $750k Series C on 2008-03

Software • Insurance • Cloud Computing

Guidewire Software is a leading provider of software solutions for the property and casualty (P&C) insurance industry. The company offers a comprehensive platform that includes core applications such as PolicyCenter, ClaimCenter, and BillingCenter, as well as advanced analytics and a robust cloud platform. Guidewire focuses on delivering digital transformations, improving operational efficiencies, and enhancing customer service for insurers globally. Through collaborations and partnerships, Guidewire supports a wide range of insurance products and services, including usage-based and embedded insurance. With its commitment to innovation and customer success, Guidewire continues to empower insurers to meet the evolving demands of the industry.

📋 Description

• Work closely with the APAC leadership team, external partners, and internal Products, Sales, Services, Sales Consulting, and Alliances teams to support go-to-market strategy • Own and coordinate all Alliances activity across APAC, including functional leadership and coordination in Japan • Work with consulting partners and systems integrators on account-level relationships and deal alignment with Guidewire Sales and Delivery teams • Discover new opportunities for Guidewire market expansion and collaborate on enablement strategies • Develop and drive SI alliance partners to generate incremental Guidewire revenue • Foster alignment between Guidewire, SI partners, and Technology Alliance Partners • Ensure suitable ISV partners are included in project scopes to enhance the Guidewire value chain • Work with field teams and partners to achieve APAC sell-through revenue goals • Develop strategies with APAC Consulting Partners alongside Global and Regional Alliance Managers, Customer Success Managers/Client Partners, and Guidewire sales and services teams • Develop and maintain senior-level executive relationships with SIs • Ensure SIs understand Guidewire's value propositions and messaging • Establish rules of engagement between Guidewire and SIs • Guide SI constituents through Guidewire software sales cycles • Create account-specific and regional go-to-market plans and co-sell strategies • Influence SI services teams to build Guidewire practices supporting Guidewire business and implementations • Coordinate SI and Guidewire services resources to ensure customer satisfaction and project success • Monitor and negotiate partner agreements, including NDAs, Teaming, Reseller, and Referral agreements • Increase alliance revenue by enabling partners to originate new business and become more business-development ready • Potentially assume formal people-management responsibility as the APAC Alliances team grows

🎯 Requirements

• Strong foundation in partner relationship development and management across the APAC region, including Japan • Deep experience in enterprise sales and selling complex core system deals • Demonstrated track record working in Global Alliance and Regional Alliance Manager models • Proven track record 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 • Business acumen and technical aptitude to listen and speak at all levels internally and externally in sales and execution functions • Strong collaboration skills across multiple stakeholders/functions • Strong execution skills • Highly self-motivated and self-directed, with attention to detail • Experience working in startup and ambiguous environments • Ability to pass criminal history and other background checks where applicable

🏖️ Benefits

• Equal opportunity and affirmative action employer • Disability-inclusive workplace • Individualized accommodations and support during the hiring process

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