Global Alliance Manager

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

📋 Description

• Oversee global partnerships with designated strategic System Integrators (SIs) while nurturing senior-level executive relationships.

• Craft and implement detailed business strategies with SI partners, targeting sales, delivery, marketing, and innovation investments.

• Act as the main point of contact for all SI-related issues for specific accounts by mastering the complexities of SI organizations and engaging with their leadership networks.

• Work collaboratively with Guidewire Sales, Services, and Product teams to align partner capabilities strategically with market demands and customer opportunities.

• Enhance GW Sales/Revenue through effective collaboration with SI Partners: Boost incremental revenue from the alliance by enabling SIs to initiate new business and fostering increased business development readiness.

• Formulate and execute mutually beneficial account-level strategies alongside Guidewire Sales, Services, and regional teams.

• Create and implement account-specific and regional go-to-market and co-selling strategies with SI and Guidewire Sales teams, while regularly updating internal teams on progress.

• Ensure that the SI is well-versed in Guidewire's value propositions and messaging.

• Assist SI representatives through Guidewire's software sales cycles to ensure coherence with Guidewire's sales process.

• Collaborate effectively with Regional Alliance Managers to propel successful joint sales action plans.

• Guide SIs towards successful delivery.

• Influence the SI services team to establish a robust Guidewire practice that supports Guidewire business and implementations.

• Provide insights into SI resources and work with Guidewire Services to guarantee customer success.

• Establish and clarify rules of engagement between Guidewire and the Consulting Partner.

• Promote partner alignment with GW preferred delivery models.

• Oversee partner-involved implementations with Guidewire Services teams and execute corrective action plans as needed.

• Collaborate effectively with Regional Alliance Managers and local Services teams to ensure successful project execution.

• Maximize SI investment in joint marketing and innovation efforts.

• Partner with Guidewire Marketing to identify and pursue joint marketing opportunities with the partner.

• Facilitate and support the SI partner's planning and execution of innovation investments (e.g., accelerator developments for the marketplace, etc.).

• Coordinate with Guidewire marketing and SI Partner regarding all sponsorships of GW events.

• Be the primary contact within Guidewire for all matters related to the partner you manage.

• Serve as the intermediary between the SI partner and Guidewire Legal during negotiations for agreements, including MSAs, NDAs, PartnerConnect, DevDemo, Reseller, and Deal Registration.

• Maintain thorough oversight of all legal agreements with partners.

• Ensure partner compliance with the PartnerConnect program.

• Keep the Guidewire executive leadership team adequately informed and engaged with SI partner plans.

⛳️ Requirements

• Strong foundation in partner relationship cultivation and management.

• Experience within Global Alliance and Regional Alliance Manager frameworks.

• Background in working with Systems Integrators.

• Proven experience managing SI relationships for a leading software product, SaaS, or AI company with global reach OR experience as an Alliance Manager at a Consulting Firm or Systems Integrator.

🏝️ Benefits

• Health, dental, and vision insurance.

• Paid time off.

• Company-sponsored retirement plan.

• Eligibility for the annual company bonus plan.

• Commissions and/or long-term incentive awards.