Principal

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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.