Summary
The Role
The Director of Alliances works closely with the APAC leadership team, with our external partners as well as our Products, Sales, Services, Sales Consulting and Alliances teams internally to support our go to market strategy. You will be accountable for all Alliances activity across APAC, working with the VP CS&A to ensure that initiatives and activities are well informed, prioritised and managed, and that Regional outcomes are achieved as expected. Whilst the Japan-based Alliance role will not report into this position, you will be accountable for functional leadership and coordination of all Alliance activity in Japan. As the APAC Alliances team grows, the role may evolve to include formal people-management responsibility.
Job Description
SI Partner Management will be the primary focus of this role . You will work with our consulting partners and SI’s on fostering account level relationships and deal alignment with Guidewire Sales and Delivery teams, discovering new opportunities for Guidewire market expansion, and collaborating on enablement strategies. You should develop and drive SI alliance partners 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.
Success in the Role
Become the go-to-person for all SI related matters by mastering the complexity of the SI organizations and penetrating their leadership network;
You will set the strategy for Guidewire working with APAC Consulting Partners. This will involve working in tandem with the Global Alliance Managers, the Regional Alliance Managers, Customer Success Managers / Client Partners, and the Guidewire sales and services team to formulate and execute a strategy to establish a win-win partnership between Guidewire and the SI;
Develop and maintain senior-level executive relationships between Guidewire and the SI
Analyze and determine how best to ensure the SI is well-versed and knowledgeable about Guidewire's value propositions and messages;
Further our partnership philosophy to reinforce and establish rules of engagement between Guidewire and the SI;
During sales pursuits, you will shepherd the respective SI constituents through Guidewire's software sales cycles ensuring value-add to Guidewire's sales process;
Work with SI and Guidewire sales and customer success teams to create account-specific and regional-specific go-to-market plans and co-sell strategies, and keep the internal teams regularly updated on progress and updates;
Learn the SI and influence their SI services team to build a Guidewire practice to support Guidewire business and implementations;
Provide insight into their dedicated team resources and work with the SI and Guidewire's services team to ensure 100% customer satisfaction and project success.
You will maintain close monitoring on all agreements with partners and negotiate agreements related to NDAs, Teaming, Reseller, Referral, etc) between the two companies.
Increase revenue from the alliance. This may include enabling them to originate new business and encouraging them to be more business development ready and resourceful.
Candidate Profile
A 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
A proven track record of working with Systems Integrators, Resellers and/or SaaS…