Our sales and marketing teams are critical toGuidewire's success. For one, the revenue from new sales ensuresthat we have the funding required to continuously invest in ourproducts and in scaling our growing company.
Secondly, our industryis undergoing a technology-led transformation : our sales andmarketing teams have the experience and knowledge to partner withinsurers to help them plan for success.
Of course, our sales andmarketing teams are our key ambassadors in the marketplace and playa key role in how the Guidewire brand is perceived.
Description / Scope of Work
The primary responsibility of this roleis to sell complex core enterprise applications into anindustry vertical with a focus on UK General Insurance.
The UK is afast-growing market for us in which we have increased our Salescoverage.
This role could also expand in the mediumterm to other possibilities, such as taking over some of the salesactivities in South Africa which is an emerging market forGuidewire
Supported by an effective Sales Operations,Inside Sales, Customer Account Managers, Product Marketing andField Marketing teams the successful candidate will focus uponunderstanding the strategic objectives of clients and buildingmeaningful relationships with business leaders within the targetmarket
The successful candidate will be responsiblefor territory management, optimize coverage, close large strategicdeals, and leverage the extended Sales Organization they have attheir disposal for maximum efficiency.
Key activities for the Account Executive include :
Proactive development of new business customers in assigned territory.
Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients.
Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company’s systems and procedures.
Manage with the support of the Customer Account Managers, Customer Success Managers, Customer Executive Sponsors, post-sale client relationships to maximize product extension sales to existing customers.
Lead and undertake Sales activities from initial contact until sale closure.
Arrange and lead technical and functional presentations to clients, support the customers business case in conjunction with product experts, strategic advisory team, and professional services.
Maintain a solid knowledge of the Company’s underlying technology, the range of existing products and consulting services.
Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company.
Follow Company procedures for quotation review.
Present regular detailed reports to Management regarding Sales and Marketing activities and success rates.
Represent the Company at trade shows, conferences, industry meetings and other avenues to initiate sales of the Company’s products.
Analyze competitor activities and provide feedback into marketing strategies and product development.
Required skills / experience include :
Proven track record of selling complex core enterprise applications, ideally with a SaaS approach and into an insurance industry vertical (ideally General Insurance) in the UK.
A high level of energy and commitment, proven ability to create and close opportunities within a defined territory
Interest and desire to learn about new business areas the business of general insurers, such that they can engage in cogent face to face discussions with business leaders
Track record in both winning new name business and managing existing accounts. The role is 70% new business, 30% add-on sales
working with long (up to 3 years sometimes) and complex sales cycles with multiple decision makers
Proven ability to tie client business needs / plans to the solution proposed in a compelling manner
Be able to demonstrate a proactive nature, somebody who makes things happen reluctant to take no for an answer
Somebody who thinks through the situation draws up a series of potential actions and then executes the best option
Somebody who knows how to sell the Value of our solutions and support the fact that the customer must evaluate his business benefits against any implementation cost estimate
Understand the impact, benefits, and cost structure to the customer of large core solution projects.
Understand enterprise technology and the key challenges facing CIOs / CTOs at client firms
Able to strike the right level of persistence at differing levels throughout a prospective client organization
Fit in comfortably into a team environment, the multi-faceted nature of the opportunities requires strong teamwork and collegiality in decision making
An ability to quickly become an autonomous leader in the territory he will manage, well recognized as such by customers, partners, and his peers
Experience of working with strategic partners and system integrator
Ability to analyze market trends and business data to identify new market potential
Guidewire is the platform P&C insurers trust to engage,innovate, and grow efficiently.
Guidewire combines core, data, digital, analytics, and AI todeliver our platform as a cloud service. 380 insurers, includingthe largest and most complex in the world, run on Guidewire.
As a partner to our customers, we continually evolve to enabletheir success. We are proud of our unparalleled implementationtrack record with 700+ successful projects, supported by thelargest R&D team and partner ecosystem in the industry.
Ourmarketplace provides hundreds of add-ons that accelerateintegration, localization, and innovation.
Guidewire Software Inc. provides equal employmentopportunities to all applicants for employment and prohibitsdiscrimination and harassment of any type without regard to race,color, religion, age, sex, national origin, disability status,genetics, protected veteran status, sexual orientation, genderidentity or expression, or any other characteristic protected byfederal, state or local laws.
All offers are contingent uponpassing a criminal history and other background checks where it'sapplicable to the position.