Senior Manager - Guidewire Driver EMEA - Sales

Who we’re looking for

PwC Alliances team is looking for a Senior Manager level candidate with strong relationship skills to join us as the EMEA Guidewire Alliance Driver.

The successful candidate will have overall responsibility for the growth of the Alliance (Guidewire) and all related metrics, including wins/pipeline, performance, and budget. You will lead the Guidewire Alliance with the responsibility to manage, maintain, & grow the relationship with strategic intent, and focus on market penetration, revenue growth, and solution identification. The Alliance Driver role provides direction and oversight of the Alliance, working closely with the Global, UK and EMEA Alliance Partners.

PwC proudly have a strong presence globally with Guidewire, in particular across the US, Canada and Australia. The focus of the EMEA Driver is to drive activity in the UK, as well as Germany, Switzerland, France, Italy, Spain, Nordics, Ireland & Portugal. Travel throughout the aforementioned territories is essential, with approximately 25% of the successful candidate’s time spent travelling across EMEA - we also anticipate 2-3 trips to the US also being necessary.

This is an incredibly exciting opportunity for the right candidate to spearhead the successful EMEA Alliance between Guidewire and PwC, an already $250m business globally, with huge potential for growth. There is a fantastic opportunity to work with the largest Insurers across EMEA to drive forward the alliance, and jump start the PwC Technology Consulting business in the UK and EMEA.

About the Role

The PwC Alliances team form part of the Sales Capability, within our central Sales & Marketing function. Sat amongst a team of high performing and established sales leaders, this role is integral to the performance of the Alliances team.

Sales & Marketing is a centralised support function and covers all aspects of professional services marketing, sales support and business development. The prime area of focus for the function is to work with and support the Practice in developing and implementing the firm’s market strategy. To guarantee we add value, we are committed to ensuring

  • We innovate every day

  • We are inclusive by default

  • We deliver commercial impact with purpose

  • We tell stories that inspire​

High Level Role Responsibilities

STRATEGY

  • Design, execute, and manage the strategy and business plan of the Alliance with focus on market penetration and revenue growth

  • Work directly with the Alliance and firm leadership to identify and develop focused GTM solutions that align to Firm and technology Consulting strategy and will generate significant revenue to the firm

  • Consistently message the Alliance value proposition and strategic direction internally, externally and proactively align opportunities with the alliance relationship

  • Build key relationships with Alliance “sell with” team (e.g., SVP of Alliances, C-level, etc.) and serve as strategic relationship point of contact for the Alliance

  • Identify additional synergies between Alliance and the firm to expand Alliance program throughout the UK Firm

  • Collaborate with cross-sector/cross-service Practice teams on executing Alliance initiatives

  • Act as strategic advisor of the Alliance to firm leadership

  • Coordinate and execute annual business planning sessions and ongoing joint planning sessions with Alliance and firm leaders to drive ongoing strategic alignment

  • Ensures Alliance partner status & certification levels are maintained/grown

GROWTH

  • Identify potential account revenue/”sell-with” opportunities sourced from the Alliance

  • Forecast & help facilitate joint plays across Alliance programmes

  • Provide oversight and targeted direction to the Alliance & business sales team related to the Alliance business strategy for relevant accounts/opportunities

  • Drive Alliance sales and marketing campaigns that differentiate PwC to drive incremental revenue and confirm that follow-up activities are taking place

OPERATIONS/GOVERNANCE

  • Manage team plan and oversee Alliance efforts across the firm

  • Communicate Alliance initiative progress, issues, and expectations; take corrective actions as necessary

  • Own the relationship map

  • Ensure/oversee execution of all compliance activities associated with the relationship

  • Oversee / sign off all reporting requirements for the Alliance and as a part of the PwC program; oversee performance metrics such as Alliance influenced pipeline, win fees, and revenue

  • Oversee the Alliance budget and ensure strategic prioritisation of spend

  • Secure appropriate contracts with the Guidewire Alliance

Essential Skills & Experience

  • Experience driving go to market/sales campaigns for Guidewire, and/or the Insurance sector is desirable

  • Demonstrable experience in technology sales, ideally cloud tech

  • Strong relationship management skills - internally with the stakeholder community, and externally with clients and/or partners

  • Experience in a Sales/BD focused relationship role - understanding the sales cycle and best practice

  • Commercial acumen - understanding PwC and Guidewire aspirations and ambition for the Alliance, and applying this to the alliance programmes

  • Ability to engage and learn about our propositions, and create GTM campaign and events

  • Ability to work with multiple sector teams across PwC and Guidewire on education, strategy, plans, priorities

  • Adaptability and versatility - this is a fast paced and evolving business so an ability to manage multiple priorities and take on new content and projects as they arise is important

  • High level analytical skills and good presentation skills

Measures of Success

  • Achievement of goals set forth in EMEA plan for the Guidewire Alliance (overall pipeline, wins, solution adoption, budget, etc.)

  • Key relationships within the EMEA Alliance partner program

  • Key PwC relationships covering the Alliance within the EMEA

  • Documented relationship maps and established meeting cadences

  • Establishment of EMEA contracts that may offer more favourable terms

  • Adoption of EMEA Alliance Program standardised collateral and practices across the Alliance team