Regional VP Sales LATAM & iNow- (REMOTE OPTION- USA- East Coast preferred)

Guidewire Software United States - Remote Full-time

Ready for a new challenge? Join Guidewire as RVP of Sales! Supported by a highly effective Sales Operations and Marketing team, this sales leadership role will focus upon understanding the strategic objectives of clients and building meaningful relationships with business leaders within the target market.

Guidewire exists to deliver the industry platform that P&C insurers rely upon to adapt and succeed in a time of accelerating change—and to ensure that every customer succeeds in the journey. We provide the software, services, and partner ecosystem to enable our customers to run, differentiate, and grow their business.

Guidewire Insurance Platform is the P&C industry platform that unifies software, services, and partner ecosystem to power our customers’ business. Insurance Platform provides the standard upon which insurers can engage their customers, optimize their operations, drive smart decisions, and innovate quickly. We are privileged to serve more than 380 P&C insurers in 32 countries. We invest heavily in R&D to build a technology platform that combines three elements—core processing, data and analytics, and digital engagement—to improve insurers’ ability to engage and empower their customers and employees.

Our sales and marketing teams are critical to Guidewire’s success. For one, the revenue from new sales ensures that we have the funding required to continuously invest in our products and in scaling our growing company. Secondly, our industry is undergoing a technology-led transformation: our sales and marketing teams have the experience and knowledge to partner with insurers to help them plan for success. Of course, our sales and marketing teams are our key ambassadors in the marketplace and play a key role in how the Guidewire brand is perceived.

Recently, you may have heard of the drive for corporate enterprises to deploy applications in the cloud. This trend will impact our customers and industry in the same way it is requiring other industries to evolve. We deliver SaaS solutions via Guidewire Cloud™, which enables insurers to focus on business agility while transferring related IT responsibilities to Guidewire. We’re responsible for implementation, ongoing management, and upgrades.

Key Activities:

Proactive development of existing and new business customers in assigned territory.
Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients.
Develop territory planning, pipeline management, and account development.
Run post-sale client relationships to maximize product extension sales to existing customers
Lead and undertake Sales activities from initial contact until sale closure.
Arrange and lead technical and functional presentations to clients, in conjunction with product specialists and professional services.
Maintain a proven knowledge of the Company’s underlying technology, the range of existing products and consulting services.
Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company. 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, industry meetings and other avenues to initiate sales of the Company’s products
Analyze competitor activities and provide feedback into marketing strategies and product development.
Ability to hire and lead a Sales Team and empower them.

Requirements:

Consistent track record (12-15+ years) of selling complex core enterprise applications into an industry vertical (ideally General Insurance). Industry Verticals include Insurance, Banking, Telecom, Industrial, Pharmaceuticals, Retail, Finance/Accounting.
A high level of energy and dedication, proven ability to build and close opportunities within a defined territory.
Interest and desire to learn about new business areas – the business of general insurers, such that they can engage in cogent face to face discussions with business leaders.
Track record biased towards winning new name business, the role is 70% new business, 30% add-on sales
Comfortable with complex sales with multiple decision makers / influencers.
Validated ability to tie client business needs / plans to the solution proposed in a compelling manner.
Be able to demonstrate a proactive nature, somebody who makes things happen – reluctant to take no for an answer.
Somebody who thinks through the situation draws up a series of potential actions and then executes the best option.
Understands the impact, benefit, and cost structure to the customer of large core solution projects.
Understanding of enterprise technology and the key challenges facing CIOs / CTOs at client firms.
Be able to strike the right level of persistence at differing levels throughout a prospective client organization.
Fit in comfortably into a team environment, the multi-faceted nature of the opportunities requires strong collaboration.
Experience of working with strategic partners and system integrator
Experience in Sales Team management

Position Specifics:

Reporting to the GVP Sales Amer East, Canada, Latam and iNow
Six (6) direct report ( 3 for Latam and 3 for iNow)
Territory will focus on Latin America, Central America, Caribbean and iNow
iNow is targeted to P&C Carriers under $200 M in DWP in USA only
Territory will include P&C Insurance Carrier which make up the TAM (Total Addressable Market) and be measured by total reported DWP.
Travel for this role will be expected at 60%, typically Monday and Friday in the office and T-W-Th with clients in the field supporting your Territory, subject to the lifting of travel restrictions related to Covid or other similar pandemic restrictions.
Annual sales quota will be set prior to the start of the Fiscal Year and be a portion of the global sales target and your quota will be distributed to your sellers.
Selling Guidewire Cloud Platform (GWCP) and InsuranceSuite to the Latam market
Selling iNow (Insurance Now formerly ISCS) to the Tier 4 and Tier 5 Carriers in the USA while working with the Core Team.
Must fit in culturally with the Guidewire core values of Integrity, Collegiality and Rationality.
Tri-Lingual- (English, Spanish & Portuguese Fluency)