Managing Director – Market Development & Revenue Growth (Guidewire InsuranceNow)
Role Type: Executive Market Leadership & Individual Contributor

Role Summary

Exavalu is seeking a senior insurance industry leader to drive growth for its Guidewire InsuranceNow practice. This executive-level role will be responsible for developing strategic relationships across the Guidewire ecosystem and the US insurance market, generating new business opportunities, building pipeline, and driving revenue growth through alliance-led and direct sales efforts.

Key Responsibilities

Market Development & Revenue Growth

• Own and execute Exavalu's US growth strategy for Guidewire InsuranceNow services.
  
• Generate opportunities across P&C carriers, MGAs, and insurance organizations.
  
• Build executive relationships with business and technology leaders.
  
• Position Exavalu's advisory, implementation, modernization, integration, cloud, digital, data, and managed services capabilities.
  
• Drive opportunity qualification, pursuit strategy, and revenue closure.
  

Alliance & Partner Management

• Build and manage relationships with Guidewire InsuranceNow sales, alliance, customer success, and services teams.
  
• Develop and execute joint GTM plans, account strategies, and co-sell initiatives.
  
• Conduct account mapping to identify target accounts, whitespace opportunities, and executive access.
  
• Lead alliance reviews focused on pipeline, pursuits, enablement, marketing, and growth initiatives.
  
• Represent Exavalu across Guidewire and insurance industry events.
  

Strategic Sales & Account Planning

• Develop account plans, stakeholder maps, and executive engagement strategies.
  
• Lead discovery sessions, executive conversations, and strategic pursuits.
  
• Support proposal, presentation, and commercial strategy development.
  
• Maintain pipeline visibility, forecasting accuracy, and pursuit governance.
  

Practice Growth & Market Presence

• Provide market intelligence on customer priorities, competition, and industry trends.
  
• Help shape service offerings, accelerators, talent investments, and certifications.
  
• Partner with marketing on campaigns, webinars, thought leadership, and customer success stories.
  
• Support customer references, account expansion, and long-term relationship growth.
  

Required Qualifications

• 15+ years of experience in Insurance, Insurance Technology, Consulting, or Professional Services.
  
• Proven success selling technology and consulting services within the US insurance market.
  
• Strong network across carriers, MGAs, brokers, and insurance decision-makers.
  
• Experience managing strategic technology alliances and joint GTM programs.
  
• Expertise in account mapping, co-selling, pipeline development, and strategic pursuits.
  
• Strong understanding of P&C insurance operations and buying processes.
  
• Executive-level communication, negotiation, and relationship management skills.
  
• Ability to work independently while collaborating across sales, delivery, marketing, and leadership teams.
  

Preferred Qualifications

• Direct Guidewire InsuranceNow experience and established ecosystem relationships.
  
• Experience selling implementation, modernization, integration, or managed services.
  
• Background with a consulting firm, systems integrator, software vendor, or insurance carrier.
  
• Track record of driving both new-logo acquisition and account expansion.