[Hiring] Director of Alliances EMEA @Guidewire Software

Role Description

Guidewire is growing our Alliances team to meet the demand for our new products and partnerships globally. We need a gifted, Director of Alliances to lead our EMEA alliance strategy and partner closely with our external partners as well as our Sales, Services, and Sales Consulting teams internally to meet our global sales demand.

This is a player/coach position. As a Director of Alliances, you will lead a growing team of experienced alliance managers and also develop and manage your own partnerships within the UK markets. You and your team will collaborate on partner enablement strategies, co-branded marketing events, foster account level relationships with Guidewire Sales teams and partners, and discover new opportunities for Guidewire market expansion. You should develop and drive the alliance partner to generate incremental revenue for Guidewire.

Qualifications

• A strong foundation in partner relationship development and management.
• Experience leading a team and setting European alliance strategy.
• Demonstrated track record working in Global Alliance and Regional Alliance Manager models.
• A proven track record of working with large Systems Integrators.
• Alliance experience at a major software product or services company that has sold globally to established and emerging markets is preferred.
• Fluent in English and a second language would be a bonus.
• Experience within a major Systems Integrator is desirable.
• Demonstrate both business acumen and technical aptitude to listen and speak at all levels internally and externally in sales and execution functions.
• Candidate must be comfortable working in a fast-paced, growing environment.

Requirements

• 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 EMEA Consulting Partners and your team across Europe.
• 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 teams to create account-specific and regional-specific go-to-market plans and co-sell strategies.
• 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.
• Maintain close monitoring on all agreements with partners and negotiate agreements related to NDAs, Teaming, Reseller, Referral, etc.
• Work with Guidewire Marketing to leverage SI's vast marketing resources.
• Increase revenue from the alliance.
• Work with Guidewire services teams to monitor partner involved implementations and execute corrective plan (if necessary).

Benefits

• Deep experience in the enterprise software business.
• Demonstrated track record of career progression preferably at a high growth software development company in a global capacity.
• Experience in developing and managing a global alliance relationship/partnership.
• Demonstrated success working in a hybrid distribution sales model (direct sales, channel sales, alliance management and marketing).
• Solid expertise in mastering a complex technical sales and services' product offering.
• Exceptional interpersonal skills and strong global network.
• Ability to present ideas in business-friendly and user-friendly language.
• Highly self-motivated, self-directed, and attentive to detail.
• Responsive, professional, enthusiastic, team-oriented, and ethical character traits.
• Good communication skills with internal team is critical.
• Working effectively with Global Alliance managers and local sales and services teams to drive successful sales collaboration and project execution in the EMEA region.
• Other duties and responsibilities as requested.

Personal Attributes

• We value integrity in everything that we do-- truthful relationships with customers, prospective customers, partners, investors, and each other.
• We are dedicated to rationality-- communicating through clear arguments, building excellent quality products, and making decisions carefully on the basis of factual evidence.
• We prize collegiality-- working together as professional equals, with a minimum of hierarchy.