Global Alliance Manager

🕒 2 days ago

🇺🇸 United States – Remote

💵 $126k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

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Guidewire Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

💰 $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

• Manage global relationships with assigned strategic System Integrators (SIs) and maintain senior-level executive relationships with them. • Develop and execute comprehensive business plans with SI partners, addressing sales, delivery, marketing, and innovation investment targets. • Serve as the primary liaison for all SI-related matters for a set of named accounts by mastering the SI organizations' complexity and penetrating their leadership network. • Collaborate with Guidewire Sales, Services, and Product teams to strategically align partner capabilities with market needs and customer opportunities. • Maximize GW Sales/Revenue by effective collaboration with SI Partner: Increase incremental revenue from the alliance by enabling SIs to originate new business and encouraging heightened business development readiness. • Define and execute mutually beneficial, account-level plans in tandem with Guidewire Sales, Services, and local regional teams. • Develop and execute account-specific and regional go-to-market and co-sell strategies with SI and Guidewire Sales teams, and regularly update internal teams on progress. • Ensure the SI is proficient and knowledgeable about Guidewire's value propositions and messages. • Guide SI representatives through Guidewire's software sales cycles to ensure alignment with Guidewire's sales process. • Work effectively with Regional Alliance Managers to drive successful joint sales action plans. • Drive SI toward Successful SI Delivery. • Influence the SI services team to build a robust Guidewire practice to support Guidewire business and implementations. • Provide insight into SI resources and collaborate with Guidewire Services to ensure customer success. • Establish and communicate clear rules of engagement between Guidewire and the Consulting Partner. • Encourage partner alignment with GW preferred delivery models. • Supervise partner-involved implementations with Guidewire Services teams and execute corrective plans as necessary. • Work effectively with Regional Alliance Managers and local Services teams to drive successful project execution. • Maximize SI investment in joint Marketing and Innovation. • Work with Guidewire Marketing to identify and execute joint marketing opportunities with the partner. • Facilitate and support the SI partner's innovation investment planning and execution (e.g. accelerator developments for marketplace, etc). • Liaise with Guidewire marketing and SI Partner on all sponsorships of GW events. • Be the ‘Go To” person within Guidewire for all things related to the partner you manage. • Serve as the liaison between the SI partner and Guidewire Legal during negotiations for agreements, including MSAs, NDAs, PartnerConnect, DevDemo, Reseller, and Deal Registration. • Maintain comprehensive monitoring of all legal agreements with partners. • Manage partner compliance with PartnerConnect program. • Keep Guidewire executive leadership team appropriately involved and informed of SI partner plans.

🎯 Requirements

• Foundation in partner relationship development and management. • Experience working in Global Alliance and Regional Alliance Manager models • Experience working with Systems Integrators • Experience either managing SI relationships for a major software product, SaaS or AI company that has sold globally OR experience working as an Alliance Manager at a Consulting Firm or Systems Integrator

🏖️ Benefits

• health, dental, and vision insurance • paid time off • company sponsored retirement plan • eligibility for annual company bonus plan • commissions and/or long term incentive awards