Principal

Summary

THE ROLE

Principals will manage a portfolio of accounts. Their primary responsibility will be maintaining relationships with our accounts and customers as they move to Guidewire Cloud. The Principal will remain engaged and accountable for the full scope of the transformation program for the cloud program. This role will also oversee internal and external communication for their assigned customer cloud implementations. As strategic consultants, they will help customers maximize Guidewire's current and future offerings. Additionally, they will advocate for customers' needs with partners and internal teams while being accountable for the portfolio's financial performance and revenue growth. 

Job Description

WHAT YOU'LL DO

• CUSTOMER SUCCESS AND PROGRAM MANAGEMENT

• Accountable for the success of Guidewire Cloud implementations, coordinating all roles across assigned projects and ensuring execution of critical steps in cloud transformation.

• Owns the overall P&L for the account, managing customer adoption and holding them accountable to key standards, including performance testing and success criteria.

• Leads strategic dialogues to leverage GWCP features and integrates key considerations into future planning and capacity management.
   

• SALES SUPPORT AND OPPORTUNITY MANAGEMENT

• Supports the sales team on GWCP opportunities, collaborating on proposal responses and accompanying PS opportunities.

• Ensures accuracy of booking opportunities and manages small-value opportunities independently.

• Develops program plans with cost estimates and establishes margin expectations for implementation proposals.
   

• ACCOUNT AND RESOURCE MANAGEMENT

• Accountable for a portfolio of accounts, ensuring consistent practices and success across customers.

• Manages staffing projections and resolves cross-portfolio staffing conflicts by coordinating with relevant teams.
   

• INTERNAL ADVOCACY AND COLLABORATION

• Advocates for cloud engagements internally, managing relationships with partners and Guidewire resources.

• Collaborates with Product Development on portfolio needs and plans handover to BAU and CS teams upon program completion.

• Provides concise updates to PS regional leadership, VPs, and Portfolio Directors (EMEA).

WHO YOU ARE

• Accountable: Takes accountability for customer engagement and internal metrics (P&L, cross-team collaboration, services growth, client sat).

• Financial Management: Has experience managing P&L for customer accounts and effectively manages the P&L for customer accounts; understands the Guidewire sales process and can effectively lead conversations pre- and post-sale about current and potential offerings.

• Collaborative: Builds credibility across departments to support cross-team collaboration required to support the customer and the Engagement Manager leading the execution.

• Sales Support:  Strong sales acumen with an entrepreneurial mindset, capable of identifying and creating new sales opportunities through strategic thinking and proactive engagement.

• Team player:  Proven ability to work collaboratively and adhering processes with other PS stakeholders, including PS Operations, Digital, Data, InsuranceSuite, and GSC practices.  

• Influential: Understands the customer and guides the customer and SIs towards the best possible outcome.  

• Strategic: Anticipates customer needs, risks, and issues and effectively manages complex issues.

• Guidewire Knowledge: Understands the Guidewire catalog and capabilities at a high level. 

• High-Level Technical Knowledge: Understanding of cloud and technical terminology is desirable. 

• Cloud Knowledge: Understand Guidewire Cloud and maintain AWS certification.

• Insurance Industry Knowledge: Understand Insurance Industry for the country/region in which they reside.

The US base salary range for this full-time position is $156,000 - $280,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Disability Accommodations and Guidewire’s Appeals Process. Guidewire provides accommodations to the hiring process to create a fair opportunity for candidates with disabilities to contend for open positions. Accommodation requests should be directed to Accommodations@guidewire.com. If things do not go as hoped, we invite you to use our appeals process. Guidewire promises to independently review any denied accommodation and any decision not to offer you the position. The appeals process is the same in either case. Within five business days of receiving a notice of denial of an accommodation, or receiving a notice of your non-selection for a vacancy, e-mail Accommodations@guidewire.com to make an appeal. Guidewire will assign a new decision-maker to review the request and/or hiring decision, who will then notify you in writing of a decision within 10 business days.

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.

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