Principal Solution Consultant

Job description

Summary As a Principal Solution Consultant for India, you will be the senior functional and technical strategist guiding Guidewire’s go‑to‑market motion with Indian P&C insurers. You’ll own critical pursuits end‑to‑end, shape localized solutions across our cloud platform, and act as a trusted advisor to regional leadership and customers. This hybrid role is based in Bengaluru. You will translate complex Indian regulatory, payments, and ecosystem needs into compelling, executable solutions on Guidewire’s platform. You will lead consultative discovery, craft differentiated win strategies against local competitors, and provide the “technical air cover” required to secure lighthouse customers. In doing so, you will help transform how India’s P&C insurers operate, directly advancing Guidewire’s mission to combine digital, core, analytics, and AI to power the future of insurance in the region Job Description Role Overview Guidewire’s Go to Market organization is focused on scaling AI‑powered innovation, expanding into new markets and product categories, and ensuring every customer is successful and referenceable through structured, data‑driven execution and tight cross‑functional alignment. As a Principal Solution Consultant, you sit at the intersection of this vision and our India growth strategy, serving as the senior field‑facing authority on how Guidewire’s platform, cloud services, and ecosystem can unlock value for Indian insurers. Operating as a key member of the regional GTM leadership team, you will design and execute market‑entry and expansion plays for India, partnering closely with Sales, Professional Services, Product, and our partner ecosystem. You will champion local market needs back into our global roadmap while coaching and scaling an India‑based Solution Consulting team. This is a high‑impact, highly visible role for someone who is equally comfortable in the boardroom, on customer sites, and in the details of complex insurance workflows.  What You’ll Do GTM Strategy & Market Penetration • Partner with Regional Sales Leadership to refine and execute the India penetration plan, aligning with GTM’s broader priorities around AI‑powered innovation, product‑category expansion (such as Pricing/Rating and Underwriting), and international market growth. • Identify high‑propensity Indian targets and customer segments, define regional “Win Themes,” and tailor global sales and solution playbooks for the Indian regulatory, product, and distribution landscape. • Translate GTM packaging, pricing, and adoption strategies into field‑ready value propositions and deal tactics for India, ensuring alignment with global objectives for cloud and AI adoption and measurable customer value. Strategic Market & Product Discovery • Conduct “boots‑on‑the‑ground” discovery with Indian insurers to surface functional and regulatory gaps versus Guidewire’s out‑of‑the‑box capabilities, including IRDAI‑specific compliance workflows, India‑specific product constructs, UPI‑enabled real‑time claims payments, localized Health and Motor flows, and Health TPA models. • Analyze trends across discovery engagements to distinguish one‑off asks from recurring India‑market themes, and feed structured insights into Product, Professional Services, and GTM leadership to inform regional content and solution strategy.  Competitive Intelligence & Positioning • Build and continuously update detailed competitive battlecards for India, focusing on local core‑system incumbents, cloud/InsurTech competitors, and in‑house legacy platforms. • Identify architectural and operational weaknesses in competitor stacks—such as monolithic cores, limited configurability, lack of AI/analytics, or brittle integrations—and convert these into clear differentiation narratives and objection‑handling strategies for the field. • Design and deliver enablement sessions that raise GTM and Professional Services fluency in competitive positioning, supporting the broader GTM objective of establishing Guidewire as the leader in pricing, underwriting, and AI‑infused workflows. End‑to‑End Deal Ownership • Lead the functional sales cycle from early discovery through final selection, including RFI/RFP leadership, solution workshops, product demonstrations, and alignment of technical and commercial considerations. • Partner with Account Executives to shape opportunity strategy, orchestrate internal stakeholders (Product, Professional Services, Security, Legal), and ensure that customer success, time‑to‑value, and long‑term adoption are clearly articulated—reflecting Guidewire’s company‑wide focus on measurable customer outcomes. • Provide credible “technical air cover” during negotiations and executive reviews by addressing risk, scalability, integration patterns, and roadmap questions with transparency and depth.  Consultative Discovery & Solution Design • Uncover the “pain behind the pain” in prospects’ current environments, including rigid legacy codebases, fragmented data, slow speed‑to‑market for new products, high cost of change, and limited AI enablement. • Design target‑state solutions on Guidewire’s cloud platform that span core, digital, analytics, AI, and ecosystem integrations, ensuring functional completeness, regulatory alignment, and clear migration paths. • Co‑create robust, quantified business cases that link Guidewire’s offerings to strategic outcomes such as reduced implementation effort and time, accelerated cloud adoption, improved operational efficiency, and enhanced customer experience—outcomes that are