Summary

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

職務内容:

• SAは、AEと早期に連携し、アカウント戦略およびソリューション評価計画を策定します。SAは、AEが見込み顧客に評価計画を提案し、交渉する際に支援を行います。

• SAは、営業、ソリューションコンサルティング、バリューコンサルティング、デリバリーサービス、カスタマーサクセス、クラウドオペレーション、製品管理など、Guidewireの関連チームと連携し、評価計画に含まれるすべてのイベントにおいてこの戦略を実行する責任を負います。

• SAは、すべての機会が戦略的に扱われるよう徹底します。評価計画の各ステップと取引準備ステップには、視点の策定とプレゼンテーション、経営戦略セッション、役割観察、価値に基づくデモ、分析ワークショップ、ビジネス価値ワークショップ、プラットフォーム詳細分析、データワークショップ、情報セキュリティ概要、IT価値ワークショップ、実装ワークショップ、クラウドアップグレード見積もり、NPE/GCUワークショップ、ビジネスケースおよび提案書の作成とプレゼンテーション、取引コラボレーションページの作成と維持、成功事例の作成、SWOT分析の開発と維持、カスタマイズされたRFP回答が含まれます。

• 四半期および年間のABC売上達成を支えるため、戦略的な規律を販売機会に積極的に取り入れます。

• 市場を形成してきた過去のトレンドや出来事に関する深い知識を維持し、業界における意思決定に影響を与える現在の動向と市場の力について技術的に理解します。

• GWCP、製品、バリュープロポジション、Guidewireの組織、その他製品に関する最先端のエキスパートとして、ソリューションの効果的なデモンストレーション、顧客との対話、機会の優先順位付け、アカウント戦略の立案を支援します。

• 地域営業担当VPと連携し、機会の優先順位付けを行います。

• ソリューションコンサルティング部門のマネジメントと緊密に連携し、評価イベントへの適切な人員配置を行います。

• Vivunを使用して、製品ギャップに関するフィードバックを提供し、取引活動を記録します。

応募者のプロフィール:

• ソフトウェアアプリケーションの販売において、最低10~12年以上の豊富な経験。

• Guidewireの実績あるリーダー。

• プリンシパルまたは経験豊富なシニアソリューションコンサルタント。

• Guidewireの幅広いソリューションを習得する意欲。

• 優れた組織力、分析力、問題解決能力。

• 優れた文書作成および文章作成能力。

• 戦略立案の経験があり、上級管理職/経営幹部と連携・プレゼンテーションできる能力。

• 効果的なコミュニケーション能力、リーダーシップ能力、プレゼンテーション能力、問題解決能力、プロジェクトマネジメント能力、チームワーク能力、組織力。

• 見込み客/顧客とのミーティングおよび社内会議への出席のため、出張が50%程度可能であること。

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.

Profile of candidate:

• Minimum 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.

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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 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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