Global Alliance Manager

Guidewire Software

About The Position

Our Global Alliance Manager role is a key position within Guidewire to drive strategy and work with both internal and external stakeholders to drive opportunity and customer success. We need a gifted Global Alliance Manager to partner closely with our external partners as well as our Sales, Services, and Customer Success teams internally to meet our global sales demand while collaborating to ensure customer success. This is a fast paced environment and the person in the role must be able to work both independently and also part of a team. As a Global Alliance Manager, you will develop and lead partnerships across the globe, collaborate on partner enablement strategies, cultivate account level relationships with Guidewire Sales teams, and discover new opportunities for Guidewire market expansion. You should develop and drive the alliance partner to generate incremental revenue for Guidewire working with our local regional alliances team.

Requirements

Foundation in partner relationship development and management.
Experience working in Global Alliance and Regional Alliance Manager models
Experience working with Systems Integrators
Experience either managing SI relationships for a major software product, SaaS or AI company that has sold globally OR experience working as an Alliance Manager at a Consulting Firm or Systems Integrator
Executive Communication skills - written and verbal
Ability to communicate both internally and externally in sale and executive functions
Relationship / Network building skills
Project management skills
Ability to present ideas in business/user friendly language
Highly self-motivated, self-directed, and attention to detail
Ability to work in a matrixed model (GAM/RAM)
Team oriented, ethical, professional
Highly responsive
Willingness to travel (up to 30%)

Responsibilities

SI Strategic Planning: Manage global relationships with assigned strategic System Integrators (SIs) and maintain senior-level executive relationships with them. Develop and execute comprehensive business plans with SI partners, addressing sales, delivery, marketing, and innovation investment targets. Serve as the primary liaison for all SI-related matters for a set of named accounts by mastering the SI organizations' complexity and penetrating their leadership network. Collaborate with Guidewire Sales, Services, and Product teams to strategically align partner capabilities with market needs and customer opportunities.
Maximize GW Sales/Revenue by effective collaboration with SI Partner: Increase incremental revenue from the alliance by enabling SIs to originate new business and encouraging heightened business development readiness. Define and execute mutually beneficial, account-level plans in tandem with Guidewire Sales, Services, and local regional teams. Develop and execute account-specific and regional go-to-market and co-sell strategies with SI and Guidewire Sales teams, and regularly update internal teams on progress Ensure the SI is proficient and knowledgeable about Guidewire's value propositions and messages Guide SI representatives through Guidewire's software sales cycles to ensure alignment with Guidewire's sales process. Work effectively with Regional Alliance Managers to drive successful joint sales action plans.
Drive SI toward Successful SI Delivery Influence the SI services team to build a robust Guidewire practice to support Guidewire business and implementations. Provide insight into SI resources and collaborate with Guidewire Services to ensure customer success. Establish and communicate clear rules of engagement between Guidewire and the Consulting Partner. Encourage partner alignment with GW preferred delivery models. Supervise partner-involved implementations with Guidewire Services teams and execute corrective plans as necessary. Work effectively with Regional Alliance Managers and local Services teams to drive successful project execution.
Maximize SI investment in joint Marketing and Innovation Work with Guidewire Marketing to identify and execute joint marketing opportunities with the partner. Facilitate and support the SI partner's innovation investment planning and execution (e.g. accelerator developments for marketplace, etc) Liaise with Guidewire marketing and SI Partner on all sponsorships of GW events
Manage/Operate the SI Alliance Be the ‘Go To” person within Guidewire for all things related to the partner you manage Serve as the liaison between the SI partner and Guidewire Legal during negotiations for agreements, including MSAs, NDAs, PartnerConnect, DevDemo, Reseller, and Deal Registration. Maintain comprehensive monitoring of all legal agreements with partners. Manage partner compliance with PartnerConnect program Keep Guidewire executive leadership team appropriately involved and informed of SI partner plans.

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