Guidewire Software
Our sales and marketing teams are critical to Guidewire's success. For one, the revenue from new sales ensures that we have the funding required to continuously invest in our products and in scaling our growing company. Secondly, our industry is undergoing a technology-led transformation: our sales and marketing teams have the experience and knowledge to partner with insurers to help them plan for success. Of course, our sales and marketing teams are our key ambassadors in the marketplace and play a key role in how the Guidewire brand is perceived. Job Description The primary responsibility of this role is to sell complex core enterprise applications into an industry vertical with a focus on the UK London Market. The London Market is a fast-growing area for us in which we have increased our sales coverage and are investing significantly in product development. Supported by an effective Sales Operations, Inside Sales, Customer Account Managers, Product Marketing and Field Marketing teams the successful candidate will focus upon understanding the strategic objectives of clients and building meaningful relationships with business leaders within the target market. The successful candidate will be responsible for territory management, optimize coverage, close large strategic deals, and leverage the extended Sales Organization they have at their disposal for maximum efficiency. Key activities for the Sales Executive include: Proactive development of new business customers in assigned territory. Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company's systems and procedures. Manage with the support of the Customer Account Managers, Customer Success Managers, Customer Executive Sponsors, post-sale client relationships to maximize product extension sales to existing customers. Lead and undertake Sales activities from initial contact until sale closure. Arrange and lead technical and functional presentations to clients, support the customers business case in conjunction with product experts, strategic advisory team, and professional services. Maintain a solid knowledge of the Company's underlying technology, the range of existing products and consulting services. Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company. Follow Company procedures for quotation review. Present regular detailed reports to Management regarding Sales and Marketing activities and success rates. Represent the Company at trade shows, conferences, industry meetings and other avenues to initiate sales of the Company's products. Analyze competitor activities and provide feedback into marketing strategies and product development. Required skills/experience include: Proven track record of selling complex core enterprise applications, ideally with a SaaS approach and into an insurance industry vertical (ideally London Market). A high level of energy and commitment, proven ability to create and close opportunities within a defined territory. An understanding of current market initiatives, such as Blueprint two and how these transformation plans will affect the Guidewire's customers and prospects. Track record in both winning new name business and managing existing accounts. The role is 70% new business, 30% add-on sales working with long (up to 3 years sometimes) and complex sales cycles with multiple decision makers Proven ability to tie client business needs / plans to the solution proposed in a compelling manner Be able to demonstrate a proactive nature, somebody who makes things happen - reluctant to take "no" for an answer Somebody who thinks through the situation draws up a series of potential actions and then executes the best option. Somebody who knows how to sell the "Value" of our solutions and support the fact that the customer must evaluate his/her business benefits against any implementation cost estimate Understand the impact, benefits, and cost structure to the customer of large core solution projects. Understand enterprise technology and the key challenges facing CIOs / CTOs at client firms Able to strike the right level of persistence at differing levels throughout a prospective client organization Fit in comfortably into a team environment, the multi-faceted nature of the opportunities requires strong teamwork and collegiality in decision making. An ability to quickly become an autonomous leader in the territory he/she will manage, well recognized as such by customers, partners, and his/her peers. Experience of working with strategic partners and system integrators. Ability to analyze market trends and business data to identify new market potential. 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 and follow us on 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.
Our sales and marketing teams are critical to Guidewire's success. For one, the revenue from new sales ensures that we have the funding required to continuously invest in our products and in scaling our growing company. Secondly, our industry is undergoing a technology-led transformation: our sales and marketing teams have the experience and knowledge to partner with insurers to help them plan for success. Of course, our sales and marketing teams are our key ambassadors in the marketplace and play a key role in how the Guidewire brand is perceived. Job Description The primary responsibility of this role is to sell complex core enterprise applications into an industry vertical with a focus on the UK London Market. The London Market is a fast-growing area for us in which we have increased our sales coverage and are investing significantly in product development. Supported by an effective Sales Operations, Inside Sales, Customer Account Managers, Product Marketing and Field Marketing teams the successful candidate will focus upon understanding the strategic objectives of clients and building meaningful relationships with business leaders within the target market. The successful candidate will be responsible for territory management, optimize coverage, close large strategic deals, and leverage the extended Sales Organization they have at their disposal for maximum efficiency. Key activities for the Sales Executive include: Proactive development of new business customers in assigned territory. Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company's systems and procedures. Manage with the support of the Customer Account Managers, Customer Success Managers, Customer Executive Sponsors, post-sale client relationships to maximize product extension sales to existing customers. Lead and undertake Sales activities from initial contact until sale closure. Arrange and lead technical and functional presentations to clients, support the customers business case in conjunction with product experts, strategic advisory team, and professional services. Maintain a solid knowledge of the Company's underlying technology, the range of existing products and consulting services. Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company. Follow Company procedures for quotation review. Present regular detailed reports to Management regarding Sales and Marketing activities and success rates. Represent the Company at trade shows, conferences, industry meetings and other avenues to initiate sales of the Company's products. Analyze competitor activities and provide feedback into marketing strategies and product development. Required skills/experience include: Proven track record of selling complex core enterprise applications, ideally with a SaaS approach and into an insurance industry vertical (ideally London Market). A high level of energy and commitment, proven ability to create and close opportunities within a defined territory. An understanding of current market initiatives, such as Blueprint two and how these transformation plans will affect the Guidewire's customers and prospects. Track record in both winning new name business and managing existing accounts. The role is 70% new business, 30% add-on sales working with long (up to 3 years sometimes) and complex sales cycles with multiple decision makers Proven ability to tie client business needs / plans to the solution proposed in a compelling manner Be able to demonstrate a proactive nature, somebody who makes things happen - reluctant to take "no" for an answer Somebody who thinks through the situation draws up a series of potential actions and then executes the best option. Somebody who knows how to sell the "Value" of our solutions and support the fact that the customer must evaluate his/her business benefits against any implementation cost estimate Understand the impact, benefits, and cost structure to the customer of large core solution projects. Understand enterprise technology and the key challenges facing CIOs / CTOs at client firms Able to strike the right level of persistence at differing levels throughout a prospective client organization Fit in comfortably into a team environment, the multi-faceted nature of the opportunities requires strong teamwork and collegiality in decision making. An ability to quickly become an autonomous leader in the territory he/she will manage, well recognized as such by customers, partners, and his/her peers. Experience of working with strategic partners and system integrators. Ability to analyze market trends and business data to identify new market potential. 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 and follow us on 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.
Guidewire Software
Senior Business Architect (London market experience required) We are looking for a Senior Business Architect focussing on our customers and prospects from the London Market as a part of our Guidewire Professional Services team, which combines expertise in insurance with software implementation skills to lead strategic transformative projects for our customers. Are you a London Market insurance industry professional? Are you passionate about insurance systems and want to influence the future insurance business written through London? If so, then being a Guidewire Senior Business Architect might be the right role for you. Your background should be in London Market insurance/reinsurance, with roles at syndicates, brokers, managing agents, software vendors, or others within the complex commercial/specialty space of Lloyd's and the company market. You should have a high degree of comfort with technology, and exceptional analytical and communications skills. You should also be comfortable engaging in product design discussions with developers, gathering requirements from customer workshops and presenting to prospective customers. Guidewire Business Architects assume a lead role in educating the customer team about the capabilities of our applications, identifying specific customer requirements, and identifying how those requirements can best be met using our applications. Our Business Architects have a strong background in the property and casualty insurance space, possess expert Guidewire product knowledge and understand the critical skills required to collect software requirements. In addition to working with the customer to gather requirements, they work with the configuration and integration team members to ensure that the requirements are well understood, and that the applications are tailored to satisfy the customer's strategic needs. The Business Architects' key responsibility is in understanding what the true business need is in any requirement - and redefining / aligning them to Guidewire application capabilities. This is critical in ensuring customers get the true value out of the Guidewire applications - that is using as much of the OOTB systems as possible and reducing implementation expense of over-configuring the system. We're committed to an inclusive workspace that embraces people with diverse backgrounds, experiences, skills, and talents. If you are proactive, strategic, and ready to lead, this role offers a significant opportunity to make a lasting impact. Key Responsibilities: Act as a subject matter expert on London Market insurance, open market, delegated authority and reinsurance. Set project or team-based standards for requirements definition and design, then advise on their application and ensure compliance. Investigate and implement tools, techniques, and processes for managing configuration and requirements items and verify that related information is complete, current, and accurate. Run elaboration sessions to capture requirements beyond Guidewire InsuranceSuite such as data, reporting, analytics, forms, integrations, etc. Define complex requirements and validate specifications that leverage Guidewire Products and technology to meet customer business objectives. Learn and master the functionality provided by Guidewire applications in order to become a customer-facing professional services consultant. Apply robust product knowledge to understand what can be configured as well as best practices that should be followed during the implementation life cycle. Provide guidance to customers on how to best leverage Guidewire applications and technology to meet customer-defined business goals and objectives. As a subject matter expert in the insurance industry, consult with insurance carrier business and technical resources to produce business requirements and business process documents as a functional resource. Support estimating the effort required to configure the software. Work with Guidewire product management/development to share key product gaps and further develop our core product features. Support planning of user acceptance testing of customer solutions. Advise on key trade-offs between scope, schedule, and objectives. Communicate effectively with customers, partners, and relevant stakeholders at the program management level. Cultivate relationships with customers and partners that ensure Guidewire has a view on cross-functional projects. Participate in Guidewire events as London Market SME. Desired skills/experience: 12+ years of experience in the P&C insurance industry, out of which 5+ years should be on the IT/software implementation side in the London Market insurance, Lloyd's, or Company markets. Experience working with London Market delegated authority systems for coverholder reporting or data standardization. Ability to solve complex problems analytically, communicate effectively, and research solutions, collaborating with domain specialists where necessary. Ability to identify when business requirements are not in scope. Consulting & Leadership Skills along with deep industry knowledge of the P&C insurance industry with a focus on policy and/or underwriting. Experience with software implementation project(s) in requirements gathering, functional specifications, and user acceptance testing. Experience in software package implementation through customization or configuration using agile methodologies along with a familiarity with object-oriented design principles and databases. Experience in applying change management concepts on a software implementation project. Outstanding documentation skills, and the ability to facilitate discussions with both technical and business partners. Subject matter expert (SME) for Guidewire's agile implementation methodology including product alignment and value delivery. Ability to influence customer and partner decisions. Proven track record of ensuring that the implementation aligns with agreed standards, methods, best practices, and desired business benefits. Mentor and advise project team members on utilization of Best Practices. 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 and follow us on 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 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 applicable to the position.
Senior Business Architect (London market experience required) We are looking for a Senior Business Architect focussing on our customers and prospects from the London Market as a part of our Guidewire Professional Services team, which combines expertise in insurance with software implementation skills to lead strategic transformative projects for our customers. Are you a London Market insurance industry professional? Are you passionate about insurance systems and want to influence the future insurance business written through London? If so, then being a Guidewire Senior Business Architect might be the right role for you. Your background should be in London Market insurance/reinsurance, with roles at syndicates, brokers, managing agents, software vendors, or others within the complex commercial/specialty space of Lloyd's and the company market. You should have a high degree of comfort with technology, and exceptional analytical and communications skills. You should also be comfortable engaging in product design discussions with developers, gathering requirements from customer workshops and presenting to prospective customers. Guidewire Business Architects assume a lead role in educating the customer team about the capabilities of our applications, identifying specific customer requirements, and identifying how those requirements can best be met using our applications. Our Business Architects have a strong background in the property and casualty insurance space, possess expert Guidewire product knowledge and understand the critical skills required to collect software requirements. In addition to working with the customer to gather requirements, they work with the configuration and integration team members to ensure that the requirements are well understood, and that the applications are tailored to satisfy the customer's strategic needs. The Business Architects' key responsibility is in understanding what the true business need is in any requirement - and redefining / aligning them to Guidewire application capabilities. This is critical in ensuring customers get the true value out of the Guidewire applications - that is using as much of the OOTB systems as possible and reducing implementation expense of over-configuring the system. We're committed to an inclusive workspace that embraces people with diverse backgrounds, experiences, skills, and talents. If you are proactive, strategic, and ready to lead, this role offers a significant opportunity to make a lasting impact. Key Responsibilities: Act as a subject matter expert on London Market insurance, open market, delegated authority and reinsurance. Set project or team-based standards for requirements definition and design, then advise on their application and ensure compliance. Investigate and implement tools, techniques, and processes for managing configuration and requirements items and verify that related information is complete, current, and accurate. Run elaboration sessions to capture requirements beyond Guidewire InsuranceSuite such as data, reporting, analytics, forms, integrations, etc. Define complex requirements and validate specifications that leverage Guidewire Products and technology to meet customer business objectives. Learn and master the functionality provided by Guidewire applications in order to become a customer-facing professional services consultant. Apply robust product knowledge to understand what can be configured as well as best practices that should be followed during the implementation life cycle. Provide guidance to customers on how to best leverage Guidewire applications and technology to meet customer-defined business goals and objectives. As a subject matter expert in the insurance industry, consult with insurance carrier business and technical resources to produce business requirements and business process documents as a functional resource. Support estimating the effort required to configure the software. Work with Guidewire product management/development to share key product gaps and further develop our core product features. Support planning of user acceptance testing of customer solutions. Advise on key trade-offs between scope, schedule, and objectives. Communicate effectively with customers, partners, and relevant stakeholders at the program management level. Cultivate relationships with customers and partners that ensure Guidewire has a view on cross-functional projects. Participate in Guidewire events as London Market SME. Desired skills/experience: 12+ years of experience in the P&C insurance industry, out of which 5+ years should be on the IT/software implementation side in the London Market insurance, Lloyd's, or Company markets. Experience working with London Market delegated authority systems for coverholder reporting or data standardization. Ability to solve complex problems analytically, communicate effectively, and research solutions, collaborating with domain specialists where necessary. Ability to identify when business requirements are not in scope. Consulting & Leadership Skills along with deep industry knowledge of the P&C insurance industry with a focus on policy and/or underwriting. Experience with software implementation project(s) in requirements gathering, functional specifications, and user acceptance testing. Experience in software package implementation through customization or configuration using agile methodologies along with a familiarity with object-oriented design principles and databases. Experience in applying change management concepts on a software implementation project. Outstanding documentation skills, and the ability to facilitate discussions with both technical and business partners. Subject matter expert (SME) for Guidewire's agile implementation methodology including product alignment and value delivery. Ability to influence customer and partner decisions. Proven track record of ensuring that the implementation aligns with agreed standards, methods, best practices, and desired business benefits. Mentor and advise project team members on utilization of Best Practices. 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 and follow us on 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 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 applicable to the position.