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Principal Value Consultant

Guidewire Software -
Sydney NSW

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Job Details

Full-time

Qualifications

Sales
Enterprise software
SaaS
AI

Full Job Description

Australia - Sydney

Go To Market/Full time/Hybrid

Value Consulting is a niche, high-impact department within our Global Strategic Advisory team. You are the "economic architect" of the sales cycle. Your mission is to help ANZ insurers—from Tier 1 incumbents to agile disruptors—identify, communicate, and realise the business value of their transformations.

Job Description

You will lead "Value Engagements": brief, intense, multi-day workshops that include direct operational observation, benefit estimation, and presenting the "Business Case for Change" to C-suite decision-makers.

You will also lead, support and advise on “Business Optimisation Engagements” to functionally assess the utilisation of the installed Guidewire platform to provide recommendations of how to address observed challenges and pain-points.

Key Responsibilities

Strategic Advisory: Lead customer discussions on their transformation agenda and how they can maximise their business value through the Guidewire platform.

Value Discovery: Conduct deep-dive workshops to uncover process inefficiencies in underwriting, claims, and billing value chains. Translate these into quantifiable ROI and TCO models.

Executive Storytelling: Present financial and technical findings in a compelling manner to CFOs, CTOs, and Heads of Claims or Underwriting.

Internal Advocacy: Act as the "Value North Star" for ANZ Sales, Marketing, and Professional Services teams, ensuring every deal is grounded in business outcomes.

Market Influence: Promote Guidewire’s value methodology at regional industry events (e.g., ANZIIF) and public conferences.

Practice Development: Contribute to the global "Value Art" by refining tools, benchmarking data, and mentoring junior analysts within the APAC region.

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.

Required Attributes

10+ Years of Experience: A background in Value-Led Sales, or Pre-Sales for enterprise SaaS. Ideally, some exposure to Management Consulting (Big 4/Tier 1).

General Insurance Fluency: A deep understanding of the Australian/NZ General insurance landscape is highly preferred.

The "Human" Element: Exceptional active listening skills; you must be able to "read the room," generate consensus among conflicting stakeholders, and pivot your strategy on your feet.

Analytical Rigour: High aptitude for mental arithmetic and the ability to build robust cost-benefit analyses for multi-million dollar enterprise projects.

Strategic Advisory: Executive Discovery, Storytelling, Executive Stakeholder Management.

Business Value Engineering: TCO Analysis, Value realisation / Value leakage, Sensitivity analysis, ROI calculations with a strong ability to read Balance Sheets and financial statements.

Process Optimisation: Business Process Re-engineering, Process standardisation, straight-through processing.Prior experience in Process Improvement methodologies such as Six Sigma and others.

Visual Communication: Ability to take dense data and transform it into a clean, persuasive executive narrative.

Cloud Strategy: Experience developing business cases specifically for SaaS/Cloud migrations, highlighting the shift from CapEx to OpEx.

Demonstrated ability to embrace AI and apply it to your role as well as use data-driven insights to drive innovation, productivity, and continuous improvement.

Desired Attributes

Regional Expertise: Knowledge of local ANZ regulatory environments and market trends (e.g., claims inflation, climate risk modelling).

Functional knowledge of the Guidewire applications and/or deep insurance industry expertise with high comfort in discussing workflow and financial concepts.

Implementation Awareness: Experience with large-scale enterprise software implementations (ideally Guidewire InsuranceSuite).

Workshop Mastery: Proven track record of facilitating design-thinking or discovery workshops with senior stakeholders.

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Interested in this position?

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.

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