Summary
Guidewire is seeking a VP, Marketplace & Technology Alliances to define and lead our global ecosystem strategy across the Guidewire Marketplace and strategic technology partners. Guidewire has one of the industry’s largest ecosystems of consulting and technology partners and a highly utilized marketplace of partner-built extensions specifically for P&C insurers, making our ecosystem a key competitive differentiator and growth engine.
This senior leader will report to the Chief Commercial Officer and will own the strategy, execution, and governance of technology alliances, revenue-share partnerships, and marketplace programs that extend the reach and flexibility of Guidewire’s products through a curated ecosystem of partners and extensions.
The role has a global remit and can be based in any major Guidewire location, with expected travel to key customers, partners, and internal hubs.
Job Description
ResponsibilitiesMarketplace Strategy & ProductizationDefine the multi‑year strategy for the Guidewire Marketplace, including category focus, solution coverage, and user experience, aligned with product and go-to-market priorities.
Evolve Marketplace from a listing site to a strategic discovery engine that helps customers map business goals to partner capabilities and extensions (e.g., value maps, capabilities finder, curated solutions).
Own the roadmap for Marketplace capabilities in partnership with Product, including search and discovery, ratings and reviews, landing pages, and in-product surfacing of extensions.
Partner with Product Management to identify product gaps and prioritize Marketplace categories and partners that close those gaps and differentiate Guidewire’s platform.
Establish standards and processes for extension quality, certification, lifecycle management, and cloud-readiness.
Technology & Strategic AlliancesDesign and execute a global technology alliances strategy covering hyperscalers/cloud providers, data and AI partners, strategic ISVs, cybersecurity and CX providers, and other technology partners critical to Guidewire’s roadmap and customer value.
Structure multi-year partnerships with clear business cases, commercial models (including revenue share and marketplace offers), integration requirements, and joint success metrics.
Build and maintain executive relationships with partner C‑suite and global practice leaders, acting as Guidewire’s primary executive sponsor for top-tier alliances.
Collaborate with Product and Engineering to align partner integrations, co-innovation roadmaps, and technical investments with Guidewire’s platform strategy and architecture.
Oversee the pipeline of “Ready for Guidewire” extensions and strategic revenue-share partners, ensuring strong fit to customer needs across regions and lines of business.
Ecosystem GTM, Co‑Sell, and RevenuePartner with Sales, Marketing, and Customer Success to build a joint go‑to‑market motion with key partners, including co-selling, co-marketing, field enablement, and integrated campaigns.
Own the strategy for leveraging cloud and partner marketplaces (e.g., hyperscaler marketplaces) to extend reach, drive consumption, and accelerate deal cycles where aligned with customer buying motions.
Define and track ecosystem KPIs (e.g., partner-sourced and influenced pipeline, marketplace-driven ARR, attach rates, NPS/CSAT impact), providing executive-level visibility and insights.
Enable field teams with repeatable assets (value maps, reference architectures, sales plays, enablement sessions, Marketplace Conversations, etc.) that help them position partner solutions effectively.
Champion the ecosystem narrative with customers and partners at key events, summits, and advisory councils, positioning Guidewire Marketplace as a core part of our value proposition.
Leadership, Governance, and Team BuildingLead, mentor, and grow a global team spanning alliances management, marketplace operations, partner marketing, and operations/analytics, with clear charters by region, partner type, and segment.
Establish partner tiering, onboarding, and governance frameworks (including executive business reviews, partner scorecards, and joint planning cadences) to ensure consistency and focus across the ecosystem.
Align closely with Finance, Legal, RevOps, and People teams to support alliance investments, commercial construct, compliance, and resourcing decisions.
Foster a culture of curiosity, experimentation, and continuous improvement within the Marketplace & Technology Alliances team, modeling Guidewire values and inclusive leadership.
QualificationsExperience15+ years in technology partnerships, alliances, business development, or related functions, including substantial experience leading global or strategic alliances teams for enterprise software, cloud, or platform businesses.
Demonstrated track record building and scaling ecosystem and marketplace programs that deliver significant, measurable revenue contribution and market expansion.
Proven success designing and managing partnerships with hyperscalers, ISVs, GSIs, MSPs/MSSPs, and other strategic technology partners, ideally in data, AI, cloud infrastructure, or insurance/financial services domains.
Experience building or advancing a software marketplace or platform ecosystem is strongly preferred.
Skills and CapabilitiesStrategic thinker able to translate company strategy into an actionable ecosystem and marketplace roadmap with clear trade‑offs and prioritization.
Executive presence and communication skills, with a history of influencing C‑level stakeholders internally and within partner organizations.
Strong commercial acumen, including experience structuring revenue-share agreements and marketplace business models.
Deep cross-functional collaboration skills; able to orchestrate Product, Engineering, Sales, Marketing, Finance, Legal, and Customer Success around shared alliance and marketplace goals.
Analytical and systems thinking, with the ability to define KPIs, interpret data, and refine strategies based on performance insights.
People leadership capabilities, including building diverse, high-performing teams across regions, coaching senior ICs, and developing future leaders.
EducationBachelor’s degree in Business, Engineering, Computer Science, or a related field; MBA or equivalent experience preferred.
Location and TravelGlobal role with flexibility on location in a major Guidewire hub or remote within supported geographies.
Willingness to travel approximately 25–40% for customer meetings, partner visits, internal planning sessions, and key industry events.
The US base salary range for this full-time position is $214,000 - $322,000. Your base pay will depend on your experience, skills, education, training, and location among other factors. All full-time positions or part-time roles working 30 hours or more a week at Guidewire are eligible for benefits that support their health and well-being including health, dental, and vision insurance, paid time off, and a company sponsored retirement plan. In addition, some roles may be eligible for the annual company bonus plan, commissions, and/or long term incentive awards which are contingent on a variety of factors including, but not limited to, company and employee performance.
