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As part of the Guidewire Solution Advisory Team, the Solution Architect (SA) influences, determines, and executes the sales evaluation strategy for strategic prospects. This is a customer-facing, quota carrying, and high-profile position. The Solution Architect will collaborate early with the Account Executive (AE) and will assist in developing targeted, winning account strategies. The SA will formulate a solution specific to the prospect using the appropriate products from the Guidewire portfolio. The SA will help the AE coordinate and lead the prospect and the necessary Guidewire teams through the planning and execution of successful evaluations.Job Description
Responsibilities:
The SA will collaborate early with the AE to develop account strategy and solution evaluation plans. The SA will assist the AE in proposing and negotiating the evaluation plan with the prospect.
The SA will be responsible for working with the necessary Guidewire teams including Sales, Solution Consulting, Value Consulting, Delivery Services, Customer Success, Cloud Ops, and Product Management to execute on this strategy for all events in the evaluation plan.
The SA will ensure that every opportunity is treated strategically. The evaluation plan steps and deal preparation steps are to include Point of View development and presentation, Executive Strategy Sessions, Role Observations, Value-Based Demos, Analytics Workshops, Business Value Workshops, Platform Deep Dives, Data Workshops, InfoSec Overviews, IT Value Workshops, Implementation Workshops, Cloud Upgrade Estimates, NPE/GCU Workshops, Business Case and Proposal generation and presentation, Deal Collaboration Page creation and maintenance, Winning Statement development, SWOT development and maintenance, and customized RFP responses.
Drive strategic discipline into sales opportunities in support of exceptional quarterly and annual ABC sales achievement.
Maintain in-depth knowledge of the historical trends and events that have shaped the market and have a technical understanding of the current dynamics and market forces that impact decisions within the industry.
Be a cutting-edge expert with GWCP, the product, value proposition, Guidewire organization, and other products so you can effectively demonstrate solutions, speak with customers, prioritize opportunities, and provide account strategy.
Work with the Regional Sales VP to prioritize opportunities.
Work closely with Solution Consulting management to properly staff evaluation events.
Use Vivun to provide product gap feedback and record deal activity.
At Guidewire, we foster a culture of curiosity, innovation, and responsible use of AI—empowering our teams to continuously leverage emerging technologies and data-driven insights to enhance productivity and outcomes.
Profile of candidate:
Minimum 10-12+ years of intensive experience in selling software applications.
Proven Guidewire leader.
Principal or Experienced Senior Solution Consultant.
Willingness to learn wide breadth of Guidewire solutions.
Strong organization, analytical, and problem-solving skills.
Strong documentation and writing skills.
Possess experience with strategic planning and ability to work with/present to Senior/Executive Management.
Effective communication skills, leadership skills, presentation skills, problem-solving skills, project management skills, teaming skills and organizational skills.
Willingness to travel 50% to attend prospect/customer meetings and internal meetings.
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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