Principal - London Market

📋 Description

• • As a Principal in the London Market, you will be the pivotal figure responsible for managing a dedicated portfolio of key accounts, ensuring their successful transition and ongoing operation within the Guidewire Cloud platform.
• • Your primary mandate is to cultivate and maintain robust, long-term relationships with our valued accounts and customers throughout their cloud transformation journey, acting as their trusted advisor and strategic partner.
• • You will assume comprehensive accountability for the entire scope of the transformation program for your assigned cloud initiatives, overseeing critical milestones and ensuring seamless execution.
• • This multifaceted role demands exceptional leadership in managing both internal and external communications, ensuring clarity, alignment, and proactive engagement with all stakeholders involved in customer cloud implementations.
• • Functioning as a strategic consultant, you will proactively identify opportunities to help customers maximize the value derived from Guidewire's current and future offerings, driving innovation and operational excellence.
• • You will serve as a dedicated advocate for your customers' evolving needs, effectively channeling their requirements and feedback to internal Guidewire teams and external partners to foster continuous improvement and product development.
• • A core responsibility includes being accountable for the financial performance and revenue growth of your assigned account portfolio, meticulously managing P&L statements and identifying avenues for expansion.
• • You will be the driving force behind the success of Guidewire Cloud implementations, orchestrating all project roles and ensuring the meticulous execution of critical steps in the cloud transformation process.
• • You will own the overall Profit and Loss (P&L) for your accounts, diligently monitoring customer adoption rates and holding them accountable to stringent key standards, including performance testing benchmarks and defined success criteria.
• • Lead insightful strategic dialogues with customers, focusing on leveraging the full potential of Guidewire Cloud Platform (GWCP) features and integrating crucial considerations into future planning and capacity management strategies.
• • Provide essential support to the sales team for GWCP opportunities, actively collaborating on proposal responses and accompanying sales pursuits for Professional Services (PS) engagements.
• • Ensure the utmost accuracy of Bookings Opportunities within the sales pipeline and independently manage smaller-value opportunities, demonstrating agility and commercial acumen.
• • Develop comprehensive program plans, complete with detailed cost estimates, and establish clear margin expectations for all implementation proposals, ensuring profitability and client value.
• • Maintain oversight of a diverse portfolio of accounts, guaranteeing the implementation of consistent best practices and the achievement of success across all customer engagements.
• • Travel to client sites for onsite engagements is expected and may be required up to 50% of the time, fostering strong on-the-ground relationships and project oversight.
• • Proactively manage staffing projections for your accounts and adeptly resolve cross-portfolio staffing conflicts by coordinating closely with relevant internal teams to ensure optimal resource allocation.
• • Act as a strong internal advocate for cloud engagements, meticulously managing relationships with external partners and internal Guidewire resources to ensure seamless project delivery.
• • Collaborate effectively with the Product Development teams to articulate portfolio needs and requirements, and manage the smooth handover of completed programs to Business As Usual (BAU) and Customer Success (CS) teams.
• • Deliver concise, impactful updates to PS regional leadership, Vice Presidents, and Portfolio Directors (EMEA), ensuring executive visibility and alignment.
• • You will be specifically accountable for the successful execution of London Market programs, acting as the central point of contact and strategic lead.
• • Foster and maintain effective collaboration with the cross-functional London Market team across multiple accounts, ensuring a unified and strategic approach.
• • Leverage your expertise as a London Market insurance specialist, confidently engaging with customers and partners to articulate Guidewire's capabilities and demonstrate how we meet specific market needs.
• • Maintain a keen awareness of existing market systems and the broader solution ecosystem, understanding the interplay of complementary and competing solutions within the London Market.
• • Actively promote the upskilling of internal teams to scale Guidewire expertise specifically within the London Market and specialty insurance sectors, building internal capability and knowledge.
• • Embrace and champion the use of AI and data-driven insights to enhance productivity, drive innovation, and continuously improve outcomes within your role and for your clients.
• • Take full accountability for customer engagement success and internal metrics, including P&L, cross-team collaboration, services growth, and client satisfaction.
• • Demonstrate strong financial management skills, with proven experience managing P&L for customer accounts and a deep understanding of the Guidewire sales process to lead effective pre- and post-sale conversations.
• • Build credibility across departments to foster the cross-team collaboration essential for supporting customers and the Engagement Manager leading project execution.
• • Exhibit strong sales acumen with an entrepreneurial mindset, capable of identifying and creating new sales opportunities through strategic thinking and proactive engagement.
• • Function as a dedicated team player, working collaboratively and adhering to established processes with other PS stakeholders, including PS Operations, Digital, Data, InsuranceSuite, and GSC practices.
• • Utilize influential communication skills to guide customers and System Integrators (SIs) towards the best possible project outcomes.
• • Employ strategic foresight to anticipate customer needs, potential risks, and emerging issues, effectively managing complex challenges.
• • Possess a solid understanding of the Guidewire product catalog and its capabilities at a high level.
• • Maintain a high-level understanding of cloud and technical terminology to facilitate effective communication with technical teams.
• • Demonstrate a clear understanding of Guidewire Cloud and ideally hold an AWS certification.
• • Possess a strong understanding of the Insurance Industry within the relevant region, actively participating in market associations, trading bodies, or representing Guidewire at trade shows and panel discussions.