Director, Alliances – APAC

Guidewire Software

. Work closely with the APAC leadership team, external partners, and internal Products, Sales, Services, Sales Consulting, and Alliances teams to support go-to-market strategy .

Posted 11/10/2026full-timeRemote • AustraliaLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in partner relationship development and management within the APAC region, particularly in enterprise sales and complex core system deals. Proven ability to collaborate with Systems Integrators and drive revenue growth through strategic alliances and go-to-market initiatives.

Highest-signal resume keywords

Partner Relationship DevelopmentEnterprise Sales ExperienceGlobal Alliance ManagementSystems Integrator CollaborationFinancial Industry Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Core System SalesAlliance Revenue GenerationAccount-Specific Go-To-Market PlanningNegotiation of Partner AgreementsBusiness Development Readiness

Soft Skills

Strong Collaboration SkillsAttention to DetailSelf-MotivatedStrong Execution Skills

Industry Keywords

General InsuranceSaaS TechnologyAPAC Market ExpansionExecutive Relationship ManagementSales Consulting

Tech Stack

Tools & technologies

Guidewire

About the role

Key responsibilities & impact

Work closely with the APAC leadership team, external partners, and internal Products, Sales, Services, Sales Consulting, and Alliances teams to support go-to-market strategy
Own and coordinate all Alliances activity across APAC, including functional leadership and coordination in Japan
Work with consulting partners and systems integrators on account-level relationships and deal alignment with Guidewire Sales and Delivery teams
Discover new opportunities for Guidewire market expansion and collaborate on enablement strategies
Develop and drive SI alliance partners to generate incremental Guidewire revenue
Foster alignment between Guidewire, SI partners, and Technology Alliance Partners
Ensure suitable ISV partners are included in project scopes to enhance the Guidewire value chain
Work with field teams and partners to achieve APAC sell-through revenue goals
Develop strategies with APAC Consulting Partners alongside Global and Regional Alliance Managers, Customer Success Managers/Client Partners, and Guidewire sales and services teams
Develop and maintain senior-level executive relationships with SIs
Ensure SIs understand Guidewire's value propositions and messaging
Establish rules of engagement between Guidewire and SIs
Guide SI constituents through Guidewire software sales cycles
Create account-specific and regional go-to-market plans and co-sell strategies
Influence SI services teams to build Guidewire practices supporting Guidewire business and implementations
Coordinate SI and Guidewire services resources to ensure customer satisfaction and project success
Monitor and negotiate partner agreements, including NDAs, Teaming, Reseller, and Referral agreements
Increase alliance revenue by enabling partners to originate new business and become more business-development ready
Potentially assume formal people-management responsibility as the APAC Alliances team grows

Requirements

What you’ll need

Strong foundation in partner relationship development and management across the APAC region, including Japan
Deep experience in enterprise sales and selling complex core system deals
Demonstrated track record working in Global Alliance and Regional Alliance Manager models
Proven track record working with Systems Integrators, Resellers and/or SaaS technology providers
Alliance experience at a major software product or services company that has sold globally to established and emerging markets is preferred
English language skills are required
Financial Industry expertise with domain knowledge in General Insurance is preferred
Business acumen and technical aptitude to listen and speak at all levels internally and externally in sales and execution functions
Strong collaboration skills across multiple stakeholders/functions
Strong execution skills
Highly self-motivated and self-directed, with attention to detail
Experience working in startup and ambiguous environments
Ability to pass criminal history and other background checks where applicable

Benefits

Comp & perks

Equal opportunity and affirmative action employer
Disability-inclusive workplace
Individualized accommodations and support during the hiring process