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About the Role

This role focuses on selling complex core enterprise applications within a specific industry vertical, with a strong emphasis on the UK London Market. The successful candidate will understand client strategic objectives, build relationships with business leaders, manage territories, and close strategic deals, supported by various internal teams.

Responsibilities

• Proactive development of new business customers in assigned territory.
• Build and maintain relationships with key decision makers (technical and business).
• Work with sales support functions to maintain accurate records of contacts and prospects.
• Manage post-sale client relationships to maximize product extension sales.
• Lead and undertake Sales activities from initial contact until sale closure.
• Arrange and lead technical and functional presentations to clients.
• Support customer business cases in conjunction with product experts, strategic advisory team, and professional services.
• Maintain a solid knowledge of the Company’s underlying technology, products, and consulting services.
• Prepare detailed quotations and proposals that meet client expectations and minimize risk.
• Follow Company procedures for quotation review.
• Present regular detailed reports to Management regarding Sales and Marketing activities and success rates.
• Represent the Company at trade shows, conferences, and industry meetings.
• Analyze competitor activities and provide feedback into marketing strategies and product development.

Requirements

• Proven track record of selling complex core enterprise applications, ideally with a SaaS approach and into an insurance industry vertical (ideally London Market).
• High level of energy and commitment, proven ability to create and close opportunities within a defined territory.
• Understanding of current market initiatives (e.g., Blueprint two) and their impact on Guidewire’s customers and prospects.
• Track record in both winning new business and managing existing accounts (70% new business, 30% add-on sales).
• Experience with long and complex sales cycles (up to 3 years) involving multiple decision makers.
• Proven ability to tie client business needs/plans to the proposed solution compellingly.
• Demonstrate a proactive nature and ability to make things happen.
• Ability to think through situations, draw up potential actions, and execute the best option.
• Knows how to sell the value of solutions and support the evaluation of business benefits against implementation costs.
• Understand the impact, benefits, and cost structure to the customer of large core solution projects.
• Understand enterprise technology and key challenges facing CIOs/CTOs.
• Able to strike the right level of persistence at differing levels throughout a prospective client organization.
• Ability to fit comfortably into a team environment, demonstrating strong teamwork and collegiality.
• Ability to quickly become an autonomous leader in the territory, recognized by customers, partners, and peers.
• Experience of working with strategic partners and system integrators.
• Ability to analyze market trends and business data to identify new market potential.

Skills

• Sales
• Enterprise Applications Sales
• SaaS Sales
• Insurance Industry Sales
• London Market Sales
• Territory Management
• Relationship Building
• Client Needs Analysis
• Value Selling
• Market Analysis
• Competitor Analysis
• Presentation Skills
• Quotation and Proposal Preparation
• Teamwork
• Leadership
• Strategic Planning

Location

• UK London Market

Work Type

• Full-time

Experience Level

• Proven track record
• Experience of working with strategic partners and system integrators
• Ability to quickly become an autonomous leader

About the Company

• Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently.
• We combine digital, core, analytics, and AI to deliver our platform as a cloud service.
• More than 540+ insurers in 40 countries run on Guidewire.
• We are a partner to our customers, continually evolving to enable their success.
• We have an unparalleled implementation track record with 1600+ successful projects.
• We are supported by the largest R&D team and partner ecosystem in the industry.
• Our Marketplace provides hundreds of applications that accelerate integration, localization, and innovation.

Equal Opportunity

• Guidewire Software, Inc. is proud to be an equal opportunity and affirmative action employer.
• We are committed to an inclusive workplace, and believe that a diversity of perspectives, abilities, and cultures is a key to our success.
• Qualified applicants will receive consideration without regard to race, color, ancestry, religion, sex, national origin, citizenship, marital status, age, sexual orientation, gender identity, gender expression, veteran status, or disability.
• All offers are contingent upon passing a criminal history and other background checks where it's applicable to the position.