BlitzenX - Business Development Lead - Guidewire Sales

Description:
About the Role:
We are seeking a Senior Offshore Business Development Lead with 10+ years of enterprise IT services sales experience to drive qualified pipeline creation for our Guidewire Systems Integration (SI) practice. This role is focused on enterprise opportunity identification, qualification, and alliance-led pipeline development in close coordination with U.S.-based enterprise sellers and Guidewire alliance teams.
Important: This is not a closing role. Success is measured by the quality, relevance, and acceptance of opportunities handed over to U.S. sales teams.
Key Responsibilities:
Guidewire Alliance Engagement (Core Expectation):
- Proactively engage with Guidewire regional sales teams and partner/alliance managers.
Conduct bi-weekly alliance touchpoints to identify:
- In-flight carrier initiatives
- Guidewire upgrades, remediation, and transformation programs
- Capacity gaps and managed services opportunities
- Capture alliance-driven opportunity signals, decision context, and next steps in CRM.
- Coordinate closely with U.S. enterprise sellers on alliance-originated opportunities.
Offshore Pipeline Generation & Qualification:
- Build and execute a targeted offshore outbound strategy for Guidewire SI services.
- Identify and research P&C insurance carriers using Guidewire platforms.
Map and engage enterprise stakeholders, including:
- CIOs
- VPs of Applications / Engineering
- Heads of Claims, Policy, and Billing

- Execute personalized outreach via:
- LinkedIn
- Email
- Analyst relationships and ecosystem follow-ups
- Qualify opportunities rigorously before handoff to U.S. sales teams.
- Identify and track early RFP and pre-RFP signals.
Enterprise Meeting Enablement:
- Schedule well-researched, relevant enterprise meetings aligned with Guidewire SI priorities.
- Ensure meetings meet enterprise quality standards and are contextualized with:
- Business drivers
- Program timelines
- Buying center dynamics
- Maintain a zero-tolerance standard for poorly researched or misaligned meetings.
CRM & Pipeline Governance:
Maintain high-quality CRM documentation, including:
- Opportunity context
- Stakeholder mapping
- Qualification rationale
- Next steps and decision logic
- Provide consistent, reviewable weekly pipeline contributions.
- Support analyst briefings and post-briefing follow-through activities.
Success Metrics:

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- 6-10 high-quality enterprise meetings per month
- 80% acceptance rate by U.S.-based enterprise sellers
- Consistent, measurable weekly pipeline contribution
- Strong alliance-driven opportunity signals
- No misaligned or low-quality opportunity handoffs
Required Experience & Qualifications:
- 10+ years of experience in enterprise IT services / systems integration sales or business development.
- Proven experience supporting U.S.-based enterprise sales teams.
- Strong understanding of:
- Long-cycle enterprise sales motions
- Services positioning and scoping
- Executive buyer behavior and decision-making
- Experience working with Guidewire or similar enterprise platform alliances (strongly preferred).
- Excellent written and spoken English communication skills.
Desired Skills & Experience:
- Prior experience in Guidewire sales or alliance-driven pipeline roles
- Familiarity with P&C insurance IT landscapes
- Ability to operate independently in an offshore, high-accountability role
- Strong research, qualification, and executive communication skills