Hybrid Director of Alliances, EMEA

at Guidewire Software

• Job title: Director of Alliances, EMEA
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: Guidewire
• Location requirements: Hybrid, London, United Kingdom

About the role

• Director of Alliances driving EMEA partnership strategies and managing teams. Collaborating with sales and services for global market expansion at Guidewire.

Responsibilities

• 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. This will involve working in tandem with the Global Alliance Managers, the Regional Alliance Managers on your team, 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 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 including but not limited to writing SOWs, Training, and Governance. You will maintain close monitoring on all agreements with partners and negotiate agreements related to NDAs, Teaming, Reseller, Referral, etc) between the two companies.
• Within Guidewire, you will work with Guidewire Marketing to leverage SI's vast marketing resources.
• 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.
• Work with Guidewire services teams to monitor partner involved implementations and execute corrective plan (if necessary).

Requirements

• 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 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.

Benefits

• Health insurance
• Retirement plans
• Paid time off
• Flexible work arrangements
• Professional development