Summary

Job Description

Role Overview

Guidewire’s Go to Market organization is focused on scaling AI‑powered innovation, expanding into new markets and product categories, and ensuring every customer is successful and referenceable through structured, data‑driven execution and tight cross‑functional alignment.

As a Principal Solution Consultant, you sit at the intersection of this vision and our India growth strategy, serving as the senior field‑facing authority on how Guidewire’s platform, cloud services, and ecosystem can unlock value for Indian insurers.

Operating as a key member of the regional GTM leadership team, you will design and execute market‑entry and expansion plays for India, partnering closely with Sales, Professional Services, Product, and our partner ecosystem. You will champion local market needs back into our global roadmap while coaching and scaling an India‑based Solution Consulting team. This is a high‑impact, highly visible role for someone who is equally comfortable in the boardroom, on customer sites, and in the details of complex insurance workflows.
 

Core Objectives:

• Go-to-Market Strategy: Co-own and execution of the Indian GTM strategy.

• Strategic Deal Lead: Own the functional "Win Theme" for major prospects, moving beyond feature lists to business outcomes.

• Market Challenger: Effectively position Guidewire as the modern SaaS alternative to legacy incumbents.

• Executive Advisor: Have the gravitas to engage with C-suite stakeholders (CEO, CTO, Business Unit Leaders).

• Thought Leadership: Act as the voice of the Indian market, specifically regarding  industry trends, to influence global product roadmaps.

• You’ll work closely with Indian customers, SI Partners, internal product and field teams, and cross-functional stakeholders to achieve the above objectives. You’ll also support the development of our local team and help scale our operation across the market.
   

Key Responsibilities

• GTM Strategy & Execution: Partner with Field Leadership to refine the India penetration plan. Identify high-propensity targets, define regional "Win Themes," and tailor the global sales playbook for the Indian context.

• Strategic Market Research: Conduct "boots-on-the-ground" discovery to identify unique Indian functional gaps (e.g., specific IRDAI compliance workflows, UPI-based real-time claims, or localized Health TPA models) vs Guidewire’s "Out-of-the-Box" (OOTB) features.

• Competitive Intelligence: Build a detailed "Battlecard" against local incumbents. Identify their architectural weaknesses in the Indian market and train the wider field team on how to exploit them.

• End-to-End Deal Ownership: Lead the functional sales cycle, from initial discovery and RFI/RFP management to final selection and contract alignment.

• Field Leadership Collaboration: Act as the primary technical/functional advisor to the Regional Sales Director and Managing Director. Provide the "solution air cover" needed to close the first wave of lighthouse customers.

• Consultative Discovery: Uncover the "pain behind the pain" in a prospect’s current operations (e.g., rigid legacy codebases, slow speed-to-market for new products).

• Solution Design: Partner with Account Executives to build a cohesive business case, ensuring all functional risks are mitigated.

• Product Localization Advocacy: Collate recurring requirements from Indian prospects and present a prioritized "India Roadmap" to Global Product Management.

• Team Leadership: Develop the India-based Solution Consulting team by coaching them on advanced storytelling, competitive positioning, and executive presence.

• Ecosystem Integration: Work with the Guidewire Marketplace and local partners to demonstrate a "frictionless" insurance experience (e.g., integrating with the India Stack, UPI, and AI-driven fraud detection).
   

Product & Domain Expertise

• India P&C Mastery: Deep expertise in the Indian General Insurance market.

• Competitive Displacement: Proven ability to position modern SaaS against legacy core insurance solutions. You must be able to articulate why a modern cloud platform beats a "One-Size-Fits-All" legacy suite.

• Digital Ecosystem (India Stack): Knowledge of how to leverage Aadhaar, UPI, and DigiLocker within the insurance lifecycle to create a frictionless, paperless customer journey.

• Guidewire Cloud Value: Ability to sell the "Evergreen" nature of SaaS—proving to Indian CIOs that they will never have to perform a painful 2-year legacy upgrade again.

Preferred Skills & Experience

Professional Experience

• 12+ Years in Enterprise Pre-Sales/Solution Consulting: A proven track record of leading functional sales cycles for complex, high-value SaaS or Core Systems (Policy, Billing, Claims).

• Market Entry Expertise: Experience working in a "pioneer" or "early-hire" capacity for a global technology firm entering the Indian market is highly desirable.

• Competitive Displacement: Demonstrated success in unseating legacy or entrenched incumbents (specifically TCS BaNCS, SAP, or Oracle) within the Indian Financial Services sector.
   

Domain & Technical Mastery

• Indian P&C Specialist: Deep functional expertise in general insurance. You should understand the nuances of the Indian "Grid" system, TPA integrations, and IRDAI product filing requirements.

• Cloud/SaaS Evangelist: While Guidewire experience is a plus, you must have a strong grasp of Cloud-native architectures (AWS/Azure) and the ability to sell the business value of "Evergreen" software over traditional on-premise and custom build models.

• Digital Ecosystem Knowledge: Familiarity with the India Stack (Aadhaar, UPI, eSign) and how these technologies are being leveraged to digitize the insurance value chain.
   

Leadership & Strategic Skills

• Field Partnership: Experience working as a "Strategic Right Hand" to Sales VPs or Managing Directors to build and execute a Go-to-Market (GTM) plan.

• Executive Presence: Exceptional "C-Suite" communication skills; the ability to challenge the thinking of a CEO/CIO and move them from a "safe" legacy choice to a transformative platform.

• Consultative Storytelling: Mastery of "The Challenger Sale" or similar methodologies—turning dry product features into a compelling business narrative that addresses specific Indian market pain points.

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.