Senior Sales Executive EMEA – Enterprise Software

Sales Paris, Europe

Senior Sales Executive EMEA – Enterprise Software

Job Description


Guidewire exists to deliver the industry platform that P&C insurers rely upon to adapt and succeed in a time of accelerating change—and to ensure that every customer succeeds in the journey. We provide the software, services, and partner ecosystem to enable our customers to run, differentiate, and grow their business. 

Guidewire InsurancePlatform is the P&C industry platform that unifies software, services, and partner ecosystem to power our customers’ business. InsurancePlatform provides the standard upon which insurers can engage their customers, optimize their operations, drive smart decisions, and innovate quickly. We are privileged to serve more than 350 P&C insurers in 32 countries. We invest heavily in R&D to build a technology platform that combines three elements—core processing, data and analytics, and digital engagement—to enhance insurers’ ability to engage and empower their customers and employees.

Our sales and marketing teams are critical to Guidewire's success. For one, the revenue from new sales ensures that we have the funding required to continuously invest in our products and in scaling our growing company. Secondly, our industry is undergoing a technology-led transformation: our sales and marketing teams have the experience and knowledge to partner with insurers to help them plan for success. Of course, our sales and marketing teams are our key ambassadors in the marketplace and play a key role in how the Guidewire brand is perceived.

Description/Scope of Work

The primary responsibility of this role is to sell complex core enterprise applications into an industry vertical (ideally General Insurance) with a focus on Belgium and Luxembourg, as well as some French accounts. It is also possible that some support maybe needed elsewhere in the Southern Europe region on an opportunistic manner, but this will not be the main focus of the position we are hiring for. We already have a strong presence in Belgium with a reasonable set of existing customers, new business, up-sell and cross-sell opportunities. France is a fast-growing market for us too in which we have increased our Sales coverage. Customers in both countries know each other well, talk together and have very similar needs.

This role could also expand in the medium term to other possibilities, such as taking over a Global Account Management responsibility on one or more accounts, adding a Regional sales role on a specific new offering, or, in a more mid to long term vision, building additional new territories in Southern Europe. 

We expect the position to be based in Paris, The candidate should expect to do quite some traveling between the two countries.

Supported by an effective Sales Operations and Marketing team the successful candidate will focus upon understanding the strategic objectives of clients and building meaningful relationships with business leaders within the target market.

Key activities for the Account Executive include: 

  • Proactive development of new business customers in assigned territory.
  • Build and maintain relationships with key decision makers both technical and business focused within prospects and existing clients.
  • Work with sales support functions maintain accurate records of contacts and prospects utilizing the Company’s systems and procedures.
  • Manage post-sale client relationships to maximize product extension sales to existing customers.
  • Lead and undertake Sales activities from initial contact until sale closure.
  • Arrange and lead technical and functional presentations to clients, in conjunction with product experts and professional services.
  • Maintain a solid knowledge of the Company’s underlying technology, the range of existing products and consulting services.
  • Prepare detailed quotations and proposals that fully meet client expectations, as well as minimizing risk to the company. Follow Company procedures for quotation review.
  • Present regular detailed reports to Management regarding Sales and Marketing activities and success rates.
  • Represent the Company at trade shows, conferences, industry meetings and other avenues to initiate sales of the Company’s products.
  • Analyze competitor activities and provide feedback into marketing strategies and product development.

Required skills/experience include:

  • Proven track record of selling complex core enterprise applications (experience in General Insurance or Financial Services is welcome but not mandatory) in France, Belgium and other French-speaking territories in EMEA.
  • A high level of energy and commitment, proven ability to create and close opportunities within a defined territory
  • Interest and desire to learn about new business areas – the business of general insurers, such that they can engage in cogent face to face discussions with business leaders
  • Track record in both winning new name business and managing existing accounts. The role is 50% new business, 50% add-on sales
  • Comfortable with long (up to 3 years sometimes) and complex sales cycles with multiple decision makers / influencers
  • Proven ability to tie client business needs / plans to the solution proposed in a compelling manner
  • Be able to demonstrate a proactive nature, somebody who makes things happen – reluctant to take “no” for an answer
  • Somebody who thinks through the situation draws up a series of potential actions and then executes the best option
  • Somebody who can influence the customer in the way he is driving his selection process if we feel this will not allow him to make a properly informed decision
  • Somebody who knows how to sell the “Value” of our solutions and support the fact that the customer must evaluate his business benefits against any implementation cost estimate
  • Understands the impact, benefits and cost structure to the customer of large core solution projects.
  • Understands enterprise technology and the key challenges facing CIOs / CTOs at client firms
  • Able to strike the right level of persistence at differing levels throughout a prospective client organization
  • Fit in comfortably into a team environment, the multi-facetted nature of the opportunities requires strong teamwork and collegiality in decision making
  • Ability to become quickly an autonomous leader in the territory he will manage, well recognized as such by customers, partners and his peers
  • Experience of working with strategic partners and system integrators
  • Ability to analyze market trends and business data to identify new market potential
  • Fluency in English and French as a minimum. Some knowledge of Dutch for the Belgium market will be useful and preferred, but not mandatory.

Guidewire Software Inc. provides equal employment opportunities to all applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. All offers are contingent upon passing a criminal history and other background checks where it’s applicable to the position.