Principal Solution Consultant General Insurance Industry

Summary

The Principal Solution Consultant is a high-impact strategic leadership role essential to Guidewires India Market Entry & Penetration. You will be a pivotal member of the India Go-to-Market (GTM) engine working in lockstep with Field Leadership to transform Guidewire from a global leader into a dominant local force.
You are a Market Pioneer responsible for translating Guidewires global SaaS value proposition into a winning strategy for Indian Tier-1 and Tier-2 insurers. Your mission is to disrupt the status quo held by legacy incumbents like by proving Guidewires superior agility in the General Insurance industry.

Job Description

Role Overview

Guidewires Go to Market organization is focused on scaling AIpowered innovation expanding into new markets and product categories and ensuring every customer is successful and referenceable through structured datadriven execution and tight crossfunctional alignment.

As a Principal Solution Consultant you sit at the intersection of this vision and our India growth strategy serving as the senior fieldfacing authority on how Guidewires 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 marketentry 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 Indiabased Solution Consulting team. This is a highimpact 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.

• Youll work closely with Indian customers SI Partners internal product and field teams and cross-functional stakeholders to achieve the above objectives. Youll 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 Guidewires 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 prospects 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 SaaSproving 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 methodologiesturning 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 and follow us on Twitter: @GuidewirePandC.

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 its applicable to the position.