Summary

Guidewire seeks a Vice President of Solution Advisory for APAC, based in Sydney. This customer-facing leadership role drives sales success by transforming solution consulting strategy from on-premise to SaaS sales. Key responsibilities include managing solution consulting teams across Sydney and Tokyo, developing regional strategy, engaging with customers to demonstrate Guidewire's insurance software value, and coaching teams in storytelling and problem-solving approaches. Candidates need extensive enterprise presales experience (preferably insurance industry), proven leadership skills, executive presence, and deep insurance domain knowledge. The role requires collaboration with sales leadership, marketing, and engineering teams to achieve significant quota and ARR targets while supporting APAC's unique market needs.

Job Description

Position Overview

Guidewire seeks a Vice President of Solution Advisory for APAC, based in Sydney, with a background in enterprise presales, preferably within the insurance industry. Alternatively, experience with a large consulting organisation could be considered. This customer-facing leadership role drives sales success by transforming solution consulting strategy from on-premise to SaaS sales. Key responsibilities include managing solution consulting teams across Sydney and Tokyo, developing regional strategy, engaging with customers to demonstrate Guidewire's insurance software value, and coaching teams in storytelling and problem-solving approaches. Candidates should bring extensive enterprise presales experience (preferably in the insurance industry), proven leadership skills, executive presence, and deep insurance domain knowledge. The role requires collaboration with sales leadership, marketing, and engineering teams to achieve significant quota and ARR targets while supporting APAC's unique market needs.

Location 

Sydney/Melbourne, Australia

Role Overview

As the APAC region's Vice President of Solution Advisory, you will play a critical role in transforming the solution advisory strategy. This high-profile, customer-facing leadership position is responsible for driving sales success and supporting exceptional quarterly and annual sales achievements. You will partner closely with the Managing Director of APAC, the Regional  Vice President of Sales for APAC, and the Vice President of Customer Success and Professional Services to achieve significant quota and ARR attainment.

Key Responsibilities

Leadership and Team Management:

Oversee the growth and evolution of the Solution Advisory team in APAC.

Manage a group of Solution Advisory Managers and Directors across regional teams in Sydney and Tokyo.

Engage in resource planning, recruitment, and hiring of top talent.

Provide coaching and management to the team, ensuring high performance and professional development.

Oversee the regional budget and process control.

Transform the team from selling on-premise software to SaaS solutions.

Coach the teams to become effective storytellers

Strategic Planning and Execution:

Develop and implement the solution consulting strategy for the APAC region, in line with the Region’s strategy.

Work closely with Marketing and other teams to create new Markets

Collaborate with sales leadership to drive methodology and sales success.

Actively participate in organisational design and operational improvements.

Work closely with the Solution Engineering function to drive the team to the creation of innovative and thought-provoking demos.

Customer Engagement:

Serve as a key point of contact for customers, establishing trust and demonstrating the value of Guidewire solutions.

Develop a deep understanding of customer needs and mentor teams to define how Guidewire Solutions can address these.

Support the sales cycle by providing deep insurance domain knowledge and expertise.

Problem Solving and Storytelling:

Utilise strong problem-solving skills to address customer challenges and provide innovative solutions.

Leverage storytelling abilities to effectively communicate the value proposition of Guidewire solutions to customers and stakeholders.

Change the approach to demos from feature functions to storytelling and problem-solving.

Qualifications:

Extensive experience in enterprise presales, preferably within the insurance industry. Alternatively, experience with a large consulting organisation could be considered

Proven track record of strategic team building and leadership.

Strong executive presence and ability to engage with senior business stakeholders.

Passion for being involved in deal activity and driving sales success.

Deep knowledge of the insurance domain and the unique challenges and opportunities within the APAC region.

Preferred Skills:

Experience with Guidewire's solution portfolio, including Guidewire Cloud Platform, InsuranceSuite, InsuranceNow, Data, Analytics, and Digital.

Ability to navigate and address local nuances in different APAC markets, such as regulatory compliance in Australia and Japan, and rapid growth in India and other Asian markets.

Strong Consulting skills across Business, Process and Enterprise Architecture

Reporting Relationships

This is a critical role within the APAC leadership Team. The role will have a solid reporting line to Senior Vice President of APAC and a dotted line to Vice President, Global Solution Advisory

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.