Description:

About the Role:

We are seeking a Senior Offshore Business Development Lead with 10+ years of enterprise IT services sales experience to drive qualified pipeline creation for our Guidewire Systems Integration (SI) practice. This role is focused on enterprise opportunity identification, qualification, and alliance-led pipeline development in close coordination with U.S.-based enterprise sellers and Guidewire alliance teams.

Important: This is not a closing role. Success is measured by the quality, relevance, and acceptance of opportunities handed over to U.S. sales teams.

Key Responsibilities:

Guidewire Alliance Engagement (Core Expectation):

- Proactively engage with Guidewire regional sales teams and partner/alliance managers.

Conduct bi-weekly alliance touchpoints to identify:

- In-flight carrier initiatives

- Guidewire upgrades, remediation, and transformation programs

- Capacity gaps and managed services opportunities

- Capture alliance-driven opportunity signals, decision context, and next steps in CRM.

- Coordinate closely with U.S. enterprise sellers on alliance-originated opportunities.

Offshore Pipeline Generation & Qualification:

- Build and execute a targeted offshore outbound strategy for Guidewire SI services.

- Identify and research P&C insurance carriers using Guidewire platforms.

Map and engage enterprise stakeholders, including:

- CIOs

- VPs of Applications / Engineering

- Heads of Claims, Policy, and Billing

- Execute personalized outreach via:

- LinkedIn

- Email

- Analyst relationships and ecosystem follow-ups

- Qualify opportunities rigorously before handoff to U.S. sales teams.

- Identify and track early RFP and pre-RFP signals.

Enterprise Meeting Enablement:

- Schedule well-researched, relevant enterprise meetings aligned with Guidewire SI priorities.

- Ensure meetings meet enterprise quality standards and are contextualized with:

- Business drivers

- Program timelines

- Buying center dynamics

- Maintain a zero-tolerance standard for poorly researched or misaligned meetings.

CRM & Pipeline Governance:

Maintain high-quality CRM documentation, including:

- Opportunity context

- Stakeholder mapping

- Qualification rationale

- Next steps and decision logic

- Provide consistent, reviewable weekly pipeline contributions.

- Support analyst briefings and post-briefing follow-through activities.

Success Metrics:

- 6-10 high-quality enterprise meetings per month

- 80% acceptance rate by U.S.-based enterprise sellers

- Consistent, measurable weekly pipeline contribution

- Strong alliance-driven opportunity signals

- No misaligned or low-quality opportunity handoffs

Required Experience & Qualifications:

- 10+ years of experience in enterprise IT services / systems integration sales or business development.

- Proven experience supporting U.S.-based enterprise sales teams.

- Strong understanding of:

- Long-cycle enterprise sales motions

- Services positioning and scoping

- Executive buyer behavior and decision-making

- Experience working with Guidewire or similar enterprise platform alliances (strongly preferred).

- Excellent written and spoken English communication skills.

Desired Skills & Experience:

- Prior experience in Guidewire sales or alliance-driven pipeline roles

- Familiarity with P&C insurance IT landscapes

- Ability to operate independently in an offshore, high-accountability role

- Strong research, qualification, and executive communication skills