Director, Alliances – APAC

This is a fully remote position, open to applicants in Australia.

📋 Description

• Collaborate closely with the APAC leadership team, external partners, and internal teams in Products, Sales, Services, Sales Consulting, and Alliances to support the go-to-market strategy.

• Take ownership of and coordinate all Alliances activities throughout APAC, with a focus on functional leadership and coordination in Japan.

• Partner with consulting organizations and systems integrators to manage account-level relationships and ensure deal alignment with Guidewire Sales and Delivery teams.

• Identify new opportunities for market expansion for Guidewire and work together on enablement strategies.

• Develop and lead strategies for SI alliance partners to generate additional revenue for Guidewire.

• Promote alignment between Guidewire, SI partners, and Technology Alliance Partners.

• Ensure that appropriate ISV partners are integrated into project scopes to enhance the Guidewire value chain.

• Collaborate with field teams and partners to meet APAC sell-through revenue targets.

• Formulate strategies with APAC Consulting Partners alongside Global and Regional Alliance Managers, Customer Success Managers/Client Partners, and Guidewire sales and services teams.

• Establish and maintain senior-level executive relationships with SIs.

• Ensure SIs comprehend Guidewire's value propositions and messaging.

• Set up rules of engagement between Guidewire and SIs.

• Guide SI stakeholders through the Guidewire software sales cycles.

• Create account-specific and regional go-to-market plans along with co-sell strategies.

• Influence SI services teams to develop Guidewire practices that support Guidewire's business and implementations.

• Coordinate resources from SI and Guidewire services to guarantee customer satisfaction and successful project execution.

• Monitor and negotiate partner agreements, including NDAs, Teaming, Reseller, and Referral agreements.

• Enhance alliance revenue by enabling partners to generate new business and prepare for business development.

• Potentially take on formal people-management responsibilities as the APAC Alliances team expands.

⛳️ Requirements

• Strong foundation in the development and management of partner relationships across the APAC region, including Japan.

• Extensive experience in enterprise sales and negotiating complex core system deals.

• Proven history of working within Global Alliance and Regional Alliance Manager models.

• Demonstrated success working with Systems Integrators, Resellers, and/or SaaS technology providers.

• Preferred experience in alliances at a major software product or services company with global sales to established and emerging markets.

• Proficiency in the English language is required.

• Expertise in the Financial Industry with domain knowledge in General Insurance is preferred.

• Strong business acumen and technical aptitude to communicate effectively at all levels internally and externally in sales and execution roles.

• Excellent collaboration skills across various stakeholders and functions.

• Strong execution capabilities.

• Highly self-motivated and self-directed, with a keen attention to detail.

• Experience in startup and ambiguous environments.

• Ability to pass criminal history and other background checks when applicable.

🏝️ Benefits

• Equal opportunity and affirmative action employer.

• Disability-inclusive workplace.

• Individualized accommodations and support during the hiring process.