Principal

THE ROLE

Principals will manage a portfolio of accounts. Their primary responsibility will be maintaining relationships with our accounts and customers as they move to Guidewire Cloud. The Principal will remain engaged and accountable for the full scope of the transformation program for the cloud program. This role will also oversee internal and external communication for their assigned customer cloud implementations. As strategic consultants, they will help customers maximize Guidewire's current and future offerings. Additionally, they will advocate for customers' needs with partners and internal teams while being accountable for the portfolio's financial performance and revenue growth. 

WHAT YOU'LL DO

• CUSTOMER SUCCESS AND PROGRAM MANAGEMENT
• Accountable for the success of Guidewire Cloud implementations, coordinating all roles across assigned projects and ensuring execution of critical steps in cloud transformation.
• Owns the overall P&L for the account, managing customer adoption and holding them accountable to key standards, including performance testing and success criteria.
• Leads strategic dialogues to leverage GWCP features and integrates key considerations into future planning and capacity management.




• SALES SUPPORT AND OPPORTUNITY MANAGEMENT
• Supports the sales team on GWCP opportunities, collaborating on proposal responses and accompanying PS opportunities.
• Ensures accuracy of booking opportunities and manages small-value opportunities independently.
• Develops program plans with cost estimates and establishes margin expectations for implementation proposals.




• ACCOUNT AND RESOURCE MANAGEMENT
• Accountable for a portfolio of accounts, ensuring consistent practices and success across customers.
• Manages staffing projections and resolves cross-portfolio staffing conflicts by coordinating with relevant teams.




• INTERNAL ADVOCACY AND COLLABORATION
• Advocates for cloud engagements internally, managing relationships with partners and Guidewire resources.
• Collaborates with Product Development on portfolio needs and plans handover to BAU and CS teams upon program completion.
• Provides concise updates to PS regional leadership, VPs, and Portfolio Directors (EMEA).

WHO YOU ARE

• Accountable: Takes accountability for customer engagement and internal metrics (P&L, cross-team collaboration, services growth, client sat).
• Financial Management: Has experience managing P&L for customer accounts and effectively manages the P&L for customer accounts; understands the Guidewire sales process and can effectively lead conversations pre- and post-sale about current and potential offerings.
• Collaborative: Builds credibility across departments to support cross-team collaboration required to support the customer and the Engagement Manager leading the execution.
• Sales Support: Strong sales acumen with an entrepreneurial mindset, capable of identifying and creating new sales opportunities through strategic thinking and proactive engagement.
• Team player: Proven ability to work collaboratively and adhering processes with other PS stakeholders, including PS Operations, Digital, Data, InsuranceSuite, and GSC practices.
• Influential: Understands the customer and guides the customer and SIs towards the best possible outcome.
• Strategic: Anticipates customer needs, risks, and issues and effectively manages complex issues.
• Guidewire Knowledge: Understands the Guidewire catalog and capabilities at a high level. 
• High-Level Technical Knowledge: Understanding of cloud and technical terminology is desirable. 
• Cloud Knowledge: Understand Guidewire Cloud and maintain AWS certification.
• Insurance Industry Knowledge: Understand Insurance Industry for the country/region in which they reside.