Summary
The Principal is the Services leader/owner of the Customer Account and the field leader on all implementation related topics.You’ll be responsible for the success of the cloud transformation programs, ensuring that projects stay on track and that Guidewire delivers real value to the customer’s business.
You’ll coordinate internal and external teams, manage delivery risks, and serve as a trusted advisor to customer stakeholders. You’ll also work closely with Sales, Product, and other internal teams to ensure smooth delivery, clear communication, and long-term success.
You will advocate for customers’ needs with partners and internal teams while being accountable for the portfolio’s financial performance and revenue growth.
Job Description
Key Responsibilities
Cloud Program Leadership
Lead the planning and execution of cloud transformation programs across assigned customer accounts
Coordinate key activities like performance testing, cutovers, and handovers to customer success
Monitor progress, identify risks, and work with delivery teams to keep programs on track
Ensure customer programs align with business objectives and success criteria
Customer Relationship and Advocacy
Act as a trusted delivery partner to customer stakeholders and SI (System Integrator) partners
Provide strategic input on how customers can best use Guidewire products and services
Advocate for customer needs within Guidewire—collaborating with Product, Cloud Ops, and Support
Support governance activities like steering committees and executive reviews
Travel for onsite client engagements as required (up to 50%).
At Guidewire, we foster a culture of curiosity, innovation, and responsible use of AI—empowering our teams to continuously leverage emerging technologies and data-driven insights to enhance productivity and outcomes
Sales and Pre-Sales Support
Support sales teams by contributing to cloud transformation proposals and services estimates
Participate in early conversations with customers to shape engagement plans
Own small to mid-size opportunity proposals and help develop Statements of Work (SOWs)
Program Financial Management
Track budgets and forecast delivery costs for your programs
Contribute to overall account profitability by managing margin, staffing, and scope alignment
Ensure a smooth transition from implementation to BAU support and customer success
KPIs & Success Metrics
Program Success Rate – % of cloud implementations delivered on time, on scope, and within budget
Customer Engagement Quality – CSAT scores and stakeholder feedback from assigned accounts
Delivery Efficiency – Accuracy of delivery forecasting, staffing plans, and margin impact
Establishing and achieving Account specific Services Revenue, Profitability and Sales targets
Key Skills & Experience
Experience in enterprise software delivery, consulting, or transformation
Experience in a customer-facing leadership role
Hands-on experience with large-scale software or cloud implementations
Strong communication and relationship-building skills with customer stakeholders
Familiarity with budgeting, forecasting, and tracking financials at the program level
Experience coordinating across delivery teams, partners, and customer teams
High-level understanding of cloud platforms and SaaS delivery models
Ability to manage and mitigate delivery risks in complex environments
Proficiency with tools like Jira, Confluence, Power BI, or similar platforms
Comfortable leading both internal and external stakeholder conversations
Strong sales acumen, capable of identifying and creating new sales opportunities through strategic thinking and proactive engagement
Demonstrated ability to embrace AI and apply it to your current role as well as data-driven insights to drive innovation, productivity, and continuous improvement.
Preferred Skills & Experience
Working knowledge of Guidewire Cloud Platform (GWCP) and associated services
Understanding of P&C insurance industry processes and workflows
AWS or cloud platform certifications
PgMP, PMP, or SAFe certifications
Previous experience working with System Integrator (SI) partners
Familiarity with regulated industries (e.g., insurance, healthcare, banking)
Prior experience in customer success, engagement management, or program delivery
Exposure to commercials—proposals, SOWs, or pricing
Experience in managing global or multi-region customer programs
Comfortable working in fast-paced, matrixed environments with shifting priorities
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.
