Channel Sales Manager, HazardHub ISV Partners

Summary

Position Summary:
Guidewire is seeking a dynamic and experienced Channel Sales Manager to oversee and expand our ISV (Independent Software Vendor) reseller channel for HazardHub API, the industry's most comprehensive set of property risk data, casualty risk data, and hazard risk scoring.
This hybrid role merges the strategic development of our ISV reseller channel with the hands-on execution of a partner sales manager. You will be responsible for recruiting, enabling, and co-selling with partners to drive significant revenue growth. The ideal candidate will have a strong background in channel sales management, a proven track record of growing reseller networks, and the ability to manage a sales pipeline effectively. This role is critical to our mission of broadening our market reach and driving sales growth through strategic partnerships.

Job Description

Key Responsibilities:

1. Partner Strategy & GTM (Go-to-Market) Planning:

• Identify, recruit, and onboard new ISV resellers to strategically expand HazardHub's distribution network and market penetration.

• Develop and execute effective joint GTM plans with partners, including initiatives for pipeline development, solution definition, and marketing.

• Create and manage Annual Business Plans with key partners to establish mutual goals and drive accountability.

2. Sales Execution & Pipeline Management:

• Lead and execute indirect sales initiatives through the partner channel to maximize revenue and exceed targets.

• Drive joint co-selling and co-marketing activities with partners to generate new leads and accelerate sales cycles.

• Effectively manage and forecast the sales pipeline, ensuring alignment with company goals and providing regular, accurate updates.

• Ensure partners adhere to Guidewire's pricing policies, contractual agreements, and rules of engagement.

3. Partner Enablement & Relationship Management:

• Develop and nurture strong, productive relationships with existing ISV resellers to ensure they are fully engaged, motivated, and successful.

• Provide comprehensive training, support, and sales enablement materials (e.g., presentations, product demos, case studies) to empower partners to effectively market and sell HazardHub.

• Act as the primary point of contact for channel partners, addressing any issues promptly and effectively to ensure partner satisfaction.

4. Performance & KPI Management:

• Define, track, and analyze key performance indicators (KPIs) to measure the success and health of the ISV reseller channel.

• Monitor reseller performance against business plans and sales targets, providing regular coaching and support.

• Prepare and present regular reports on channel performance, sales data, and market trends to senior management.

5. Internal Collaboration:

• Work closely with internal teams—including direct sales, marketing, Technology Alliances, and customer success—to ensure seamless partner and customer experiences.

• Champion the needs of your partners within Guidewire to foster a collaborative, partner-first culture.

• 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.

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field, or equivalent practical experience Preferred

• 6-8 years of successful experience in channel sales, partner management, or indirect sales, preferably within the enterprise software, SaaS, or data technology industry.

• Proven track record of successfully managing, enabling, and growing reseller/partner channels to achieve and exceed sales targets.

• Demonstrated autonomy and ability to work independently in a fast-paced, entrepreneurial environment.

• Results-oriented with a strong understanding of sales processes, GTM strategies, pricing, and performance metrics.

• Excellent communication, negotiation, collaboration, and interpersonal skills, with the ability to build rapport and influence cross-functional teams.

• Strong process orientation with the ability to manage multiple projects and priorities simultaneously.

• Proficiency in CRM software (e.g., Salesforce) and sa