Summary
Our sales team is critical to Guidewire's success. Our industry is undergoing a technology-led transformation. Guidewire brings experience and knowledge to partner with insurers to help them plan successful transformations that enable their business strategy to succeed.
Our sales team connects closely with insurers to understand their business and tailor impactful presentations that show them how they can achieve their vision. They are also a strong voice inside Guidewire to advocate for the needs of their customers.
Job Description
Senior Sales Executive, Australia
The Senior Sales Executive is an experienced sales lead, who is comfortable creating and maintaining productive relationships with senior executives and middle management in both business and technology functions within insurance companies.
This role is supported by experienced teams in Solution Consulting (presales) and Professional Services and is responsible for the creation and execution of sales strategies that are tailored to each account or prospect. The role is measured on new business sales, which can be to new logo accounts or within existing customers.
The Senior Sales Executive is selling solutions that involve transformation of mission-critical core systems within insurance organisations, who are regulated entities. This is complex enterprise selling that requires “market makers” who have initiative and determination.
Understanding of how insurers make these major change decisions and skill in creating effective sales plans that reflect strong understanding of the insurer’s business is critical to success in the role.
Whilst not essential, given the nature of these sales, an understanding of large scale projects and professional services is a helpful complementary skill for Senior Sales Executives to possess at Guidewire.
The Senior Sales Executive is expected to personally lead strategy development and sales execution in all their assigned accounts. This is a role suited to someone with sustaining energy to get involved with Guidewire teams, contacts at insurers and with our partner community to devise and develop sales plans that have genuine impact.
A privilege of this role is its close involvement in the most consequential transformation decisions that our insurer customers will make, with the stimulation and satisfaction that delivers. There are not many roles like this in our industry. This role is a rewarding opportunity for sophisticated sellers with the sales craft befitting such significant sales pursuits.
Guidewire’s values of Integrity, Collegiality and Rationality are genuinely reflected in the day to day behaviour of our teams and the successful candidate will be sure to appreciate the intelligence, kindness and cooperation of their peers.
This role is Sydney based and will require some domestic and international travel.
It is an all-encompassing role that includes presenting to customers, negotiating contracts, attending trade events, leading internal teams, creating proposal documents and tender responses, as examples across a full range of selling activities. This role does not require technical product knowledge, but good understanding of cloud technology and SaaS is expected. Insurance industry expertise is not a mandatory requirement at commencement, though willingness to understand the industry and deliver value to business leaders in insurance over time is expected, so curiosity and willingness to learn are essential.
This role will engage with insurers across a range of General Insurance providers, large and small. It will include strong focus on Workers Compensation insurers, which means a number of government or pseudo-government agencies will form part of the territory.
This role is for a highly experienced, business focused seller who works well with teams, can lead in a gentle yet firm manner and who requires minimal supervision.
It is expected that the successful candidate will possess a thorough understanding of enterprise software sales cycles, can demonstrate a methodical approach to progressing opportunities through a sales plan that they have devised for each account and can accurately manage a forecast in Salesforce.
About Guidewire
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, from new ventures to the largest and most complex in the world, run on Guidewire.
As a partner to our customers, we continually evolve to enable their success. We are proud of our unparalleled implementation track record with 1600+ successful projects, 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.
For more information, please visit www.guidewire.com and follow us on Twitter: @Guidewire_PandC.
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.
