Summary
As a Services Strategy Executive, you will play a crucial role in driving appropriate Professional Services (PS) engagement, maintaining market presence, and offering our services within the P&C insurance technology sector.Job Description
You will be responsible for collaborating with system integrators, engaging with internal stakeholders, attending industry conferences, and offering creative engagement strategies for our accounts. Your role is to support strategic pipeline development and help identify high-potential strategic opportunities for our Professional Services business. You’ll play a key part in early client engagement by conducting discovery, building relationships, and collaborating with cross-functional teams to position our services and service offerings in a way that is harmonized with client needs. Working closely with Sales, Alliances, Professional Services, and Customer Success, you’ll contribute to go-to-market activities, campaign execution, and opportunity shaping - helping define the right strategic engagement approaches for successful client engagements. This role is a great fit for someone who is relationship oriented, dedicated to understanding client needs, and eager to strategically develop business within a fast-paced complex environment.
What You'll Do:
Partner with System Integrators:
Build strong relationships with system integrators to drive collaboration and maximize business opportunities within the industry.
Understand system integrator (SI) landscape per deal, align with sales on how we engage, and collaborate with SIs during the opportunity pursuit.
Collaborate with system integrators to position Guidewire Professional Services for prime implementations or support roles based on project needs or overall Professional Services strategy.
Collaborate with Guidewire Teams:
Work closely with Guidewire's Professional Services Principal, Engagement Managers, and Sales teams on deal pursuits to ensure seamless coordination and alignment.
Partner with internal operations teams and legal council in order to ensure timely and efficient processes.
Work with Sales, Alliances, and Customer Success to tailor outreach campaigns and go-to-market Professional Services messaging.
Participate in internal strategy and deal review sessions as a contributor.
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.
Promote and Sell Essential Services:
Effectively communicate the value of our essential services to potential clients, demonstrating how our offerings meet their needs.
Help articulate how our services can address customer pain points.
Match solutions with customer pain points and assist in shaping value-driven opportunity win plans.
Attend Conferences:
Represent Guidewire at industry conferences and events, networking with potential clients and partners to generate leads and foster relationships.
Attend key conferences to meet with prospects and clients, understanding industry trends and client needs.
Innovative Account Expansion:
Develop and implement creative strategies to expand within existing accounts, identifying upselling and cross-selling opportunities.
Flexible Positioning:
Collaborate with system integrators to position Guidewire Professional Services for prime implementations or support roles based on project needs or overall Professional Services strategy.
Accurate Reporting:
Provide regular and accurate progress reports to the Head of Business Development, including key performance indicators (KPIs) and market insights.
SFDC management / hygiene: Maintain, weekly, to the standard, opportunities in the system of record.
Monitor market trends, competitor moves, and customer feedback to refine targeting and approach.
Share insights to improve campaign performance, service positioning, and account strategies.
Deliver online and on-site presentations, tailored to each prospective customer's needs.
Build reliable strategies:
Retain winning strategies against specific competition and/or customer types and apply the right strategies for the right situations with a mindset for winning.
Maintain field experience awareness:
Understand how deals are progressing in the field and learn from both positives and negatives.
Travel as needed:
Expect travel to be 25-75% depending on need and business cycles.
Pipeline Development, Lead Qualification, and Salesforce Updates
Forecasting opportunities for estimated close date and total contract value (TCV).
Progress and mature opportunities towards close.
SFDC management / hygiene: Maintain, weekly, to the standard, opportunities in system of record.
Establish Pursuit Strategy and Drive Throughout
Participate in early customer calls to capture goals, challenges, and context.
Understand system integrator (SI) landscape per deal, align with sales on how we engage, and collaborate with SIs during the opportunity pursuit.
Drive the opportunity to close on forecasted timelines and total contract value (TCV).
Help articulate how our services can address customer pain points.
Match solutions with customer pain points and assist in shaping value-driven opportunity win plans.
Go-to-Market Collaboration
Work with Sales, Alliances, and Customer Success to tailor outreach campaigns and go-to-market Professional Services messaging.
Assist in building account plans, campaign content, and enablement tools.
Partner with Professional Services Product and Portfolio team to give feedback on what is selling and what to change/delete/add to our portfolio of offerings.
Participate in internal strategy and deal review sessions as a contributor.
Market Insight and Reporting
Monitor competitor activity, industry news, and customer feedback.
Share insights to improve targeting strategies and content effectiveness.
Attend key conferences to meet with prospects and clients, understanding industry trends and client needs.
Qualifications & Interests:
Bachelor's degree in Business, Marketing, or a related field; advanced degree is a plus.
10+ years' management experience in professional services with client relations, solutions optimization, and executive leadership, with strategy consulting experience.
Driven to meet professional services revenue and margin targets.
Strong experience working with system integrators and collaborating with cross-functional teams.
A passion for client success and a dedication to providing a best-in-class service experience.
Demonstrates exceptional presentation, facilitation, written and verbal communication skills with a demonstrated ability to develop compelling messaging for diverse audiences (end-users to the C Suite) and drive groups to consensus and outcomes.
Ability to understand and effectively communicate complex technical concepts to both technical and non-technical stakeholders.
Displays a growth mindset and brings new ideas regularly.
Creative and strategic thinker with a proactive approach to identifying and capitalizing on business opportunities.
Flexible and adaptable mindset, able to navigate evolving market dynamics and project requirements.
Strong analytical skills with the ability to analyze data, draw insights, and make informed decisions.
Demonstrated ability to build, lead, and inspire a team.
Proficiency in using CRM systems and sales tools.
Ability to travel up to 75%.
Strong written and verbal communication skills, especially in customer-facing situations.
Experience in managing and delivering professional services.
Aptitude for selling professional services, ability to conduct discovery conversations and surface meaningful customer insights.
Aware of common contracting approaches and techniques; including negotiation and positioning.
Familiarity with CRM and sales engagement tools (e.g., Salesforce, HubSpot, Outreach).
Basic understanding of pipeline development and B2B sales cycles.
Comfortable engaging stakeholders across business and technical functions.
Interest in professional services, SaaS, or technology-driven industries.
Highly organised and able to manage multiple outreach and follow-up threads.
Team-oriented mindset with a willingness to learn from peers and mentors.
Data-literate and curious - uses performance metrics to adjust tactics.
Self-motivated and proactive in driving outcomes.
Demonstrated ability to embrace AI and apply it to your current role as well as data-driven insights to drive innovation, productivity, and continuous improvement.
Experience in selling and/or delivering professional services in a SaaS business.
Experience in a B2B business development, pre-sales, or sales support role.
Exposure to consultative selling or value-based selling frameworks.
Familiarity with customer journey stages and buyer personas.
Experience supporting GTM or marketing campaigns in a professional services or SaaS environment.
Interest in learning how to position services based on customer needs.
Experience working in cross-functional teams or supporting sales enablement.
Basic knowledge of industries such as insurance, financial services, or public sector.
Strong research and market analysis capabilities.
Comfort presenting in internal meetings or client briefings.
A desire to grow into more strategic roles in business development or sales.
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.
Top Skills
Guidewire Software Sydney, New South Wales, AUS Office
Suite 1 – L2, 345 George Street, Sydney, NSW, Australia, 2000
