Job
Description
BlitzenX is seeking a strategic Senior Director to lead our Guidewire Go-To-Market (GTM) Delivery Team , driving end-to-end execution across technical onboarding, early delivery, and strategic account growth for every new Guidewire client. You will lead our initial 6-member cross-functional GTM pod — consisting of a Project Manager, Technical Leads for PolicyCenter (PC), BillingCenter (BC), and ClaimCenter (CC), a Senior Business Architect, and QA Engineers — acting as the anchor point for early-stage delivery and long-term revenue expansion. This is a build-operate-scale role at the intersection of delivery, client success, and business growth — ideal for senior professionals with a unique blend of technical expertise , sales intuition , and operational rigor . Key Responsibilities Strategic GTM & Alliances Leadership Define and scale a GTM playbook combining delivery excellence with alliance-oriented growth tactics. Lead the end-to-end onboarding and mobilization of new Guidewire accounts — from project initiation to value realization within the first 180 days. Build a network of internal and external stakeholders (Sales, Practice, Alliance partners, internal marketing and delivery teams) to drive joint account planning and demand generation—such as webinars, client roundtables, and industry events (themuse.com). Develop relationship maps, assess account potential, and execute plans to nurture strategic partnerships supporting joint offerings (jobs.us.pwc.com). Drive strategic planning to transform each new account into a scalable, high-value client relationship. Track and report pipeline and ROI resulting from joint activities to leadership. Sales & Account Expansion Partner with Sales, Practice Leadership, and Client Partners to grow each new Guidewire client into a double-digit ($MM) revenue account within the first year. Identify opportunities for cross-sell and upsell across Guidewire modules (PC, BC, CC, Digital, DataHub, etc.) and surrounding ecosystems. Lead solutioning and estimation for new proposals, SOWs, and change requests with a focus on driving value-based pricing. Act as the face of BlitzenX during early commercial conversations — aligning delivery capabilities with client roadmap ambitions. Build executive relationships and identify early champions within the client to foster trust and long-term partnership potential. Delivery & Account Growth Own full cycle: onboarding (Day 0‑180), technical delivery, and embed account expansion targets. Ensure each new Guidewire client achieves double-digit growth within the first year. Align delivery capabilities with broader client roadmaps and partnership-led upsell paths (Digital, DataHub, Integrations). Lead presales effort with solutioning, estimation, and value-based pricing for SOWs and change requests. Team Formation & Enablement Recruit and coach the GTM pod; ramp up talent capability across delivery and commercial readiness. Execute enablement programs (internal and client-facing) to build delivery awareness and support joint commercial strategies (themuse.com). Technical & Operational Excellence Lead technical governance across PC/BC/CC, integration strategies, DevOps, and cloud deployment. Implement sprint discipline, QA gateways, backlog stability, risk mitigation, and margin tracking. Stakeholder Engagement & Reporting Act as the executive face for clients — conducting delivery health checks, steerco reviews, and commercial touchpoints. Serve as escalation authority to maintain trust and remove delivery/commercial blockers. Team Formation & Talent Development Build and mentor the foundational GTM team with a focus on readiness, accountability, and velocity. Drive performance management, capability uplift, and transition planning as accounts move from GTM to steady-state delivery. Align delivery pods with market demand, client complexity, and geographic strategy. Technical Oversight Lead architectural and implementation planning across PolicyCenter, BillingCenter, ClaimCenter, and cloud-native Guidewire solutions. Oversee technical quality, integration strategy, DevOps enablement, and best practice enforcement across sprint cycles. Ensure scalability of solutions with an eye on long-term maintainability and extension potential. Operational Excellence Own governance, onboarding checklists, sprint execution discipline, and first-90-day delivery milestones. Define and implement operational KPIs (velocity, QA pass rate, backlog stability, team utilization) and continuously optimize for margin and impact. Drive delivery assurance across multiple accounts simultaneously, ensuring resource allocation and escalation paths are solid. Required Qualifications Technical & Delivery Mastery 8+ years in Guidewire (PC, BC, CC) with architecture-level exposure; completed multi-stream large-scale implementations. Strong understanding of Guidewire’s cloud model, APIs (REST/SOAP), DevOps pipelines, and P&C domain structure. Ability to guide solutioning, technical debt management, cloud migration, and data modernization strategies. Sales, Alliances & Commercial Acumen Proven track record of growing Guidewire or tech-focused clients to $1M+ ARR or double-digit growth in Year 1. Experience managing alliance/go-to-market partnerships, enabling pipeline development, demand gen campaigns, joint events, and enablement sessions Deep understanding of commercial levers: staffing models, SOW writing, pricing structures, value articulation. Skilled in client-facing proposal development, RFP responses, and solution shaping in pre-sales cycles. Able to speak both “delivery language” and “business value language” fluently to technical and non-technical stakeholders. Leadership & Operational Aptitude Minimum 6 years leading geographically dispersed delivery teams with combined delivery and commercial responsibilities. Ability to establish governance, KPIs (velocity, QA pass rates, utilization), and optimized operational processes. Strong communication and stakeholder management skills—comfortable influencing C‑level execs, clients, and cross‑functional teams. Nice to Have Experience in high-growth consulting/SI or scale-up environments. Familiarity with non-Guidewire platforms (Duck Creek, MuleSoft) and technical alliance ecosystems. Certifications: Guidewire, Partner Enablement, GTM Strategy, or related credentials. What’s In It For You Full ownership to lead GTM delivery and growth for new logos in one of the most strategic verticals at BlitzenX. End-to-end ownership of the GTM lifecycle for Guidewire—delivery, growth, and alliance execution. High visibility collaborative role across Sales, Practice, Delivery, Marketing, and external ecosystem. Pioneering position in shaping BlitzenX’s Guidewire GTM strategy and structure in a performance-driven environment. Influence the future of the Guidewire practice — from org structure and delivery frameworks to sales strategy. A platform to showcase your ability to deliver outcomes and grow business, backed by a high-performance, no-excuses culture. Show more Show less
