Job Description

Leadership

A Principal Solution Consultant is expected to lead at a strategic level, including:

• Acting as the pre-sales lead on complex, high-impact opportunities, supporting the sales team as the expert on insurance business processes and Guidewire solutions throughout the entire sales cycle.
  

• Owning and shaping deal strategy together with Sales, including positioning, differentiation, risk mitigation, and competitive strategy.
  

• Serving as a role model and mentor for Solution Consultants by:
  

  • coaching on deal strategy, executive communication, and consultative selling,
    

  • providing structured feedback before, during, and after customer engagements,
    

  • accelerating the development of less experienced consultants.
    

• Leading and executing strategic customer engagements, such as executive workshops, user test drives, and multi-day evaluation sessions, independently crafting the strategy (goals, objectives, agenda, and execution).
  

• Initiating and leading key initiatives such as:
  

  • new messaging and positioning,
    

  • reusable assets and best practices,
    

  • improvements to processes, methodologies, or enablement.
    

• Representing Solution Consulting in internal strategic forums, regional events, and customer-facing industry engagements.

Collegiality

Working as a team is crucial. At Principal level, this includes:

• Acting as a connector across functions, collaborating closely with Sales, Value Consulting, Product Management, Services, Marketing, and Engineering.
  

• Identifying recurring customer requirements or market patterns and working with Product Management and other stakeholders to influence solution design and roadmap discussions.
  

• Providing guidance and support to other Solution Consultants and Solution Engineers on complex topics.
  

• Actively sharing insights from the field, including:
  

  • competitive intelligence,
    

  • deal strategies and lessons learned,
    

  • effective demo approaches and messaging.
    

• Fostering a culture of openness, trust, and continuous improvement within the Solution Consulting community.

Product & Domain Expertise

Principal Solution Consultants are expected to demonstrate deep expertise across products and the insurance domain:

• Recognized expertise in the insurance industry, demonstrating a strong understanding of the German / DACH insurance market, insurance business processes, and transformation challenges (preferably P&C). Experience with commercial lines would be considered an advantage.

• Broad and deep knowledge of the Guidewire platform, including Core, Digital, Analytics, Data, and AI capabilities, and how they work together to deliver business value.

• Ability to articulate end-to-end solution narratives, supported by targeted demonstrations where appropriate.

• Leadership (and execution) in complex RFPs, evaluations, and executive decision-making processes.

• Acting as a subject matter expert on key deals and being frequently requested by Sales due to proven impact.

• Self-sufficient in managing demonstration environments and guiding others where needed.

• Ability to translate complex business requirements into solution strategies, configurations, and compelling stories that resonate with both business and technical stakeholders.

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, insight, and outcomes.

Presentation & Communication Skills

Principal Solution Consultants are expected to demonstrate outstanding presentation and communication capabilities, including:

• Leading executive-level presentations, workshops, and strategic discussions with senior insurance stakeholders.

• Delivering complex, highly customized demonstrations and narratives tailored to specific customer objectives.

• Planning and executing multi-day, multi-stakeholder engagements with clear structure and messaging.

• Consistently refining and elevating the quality of presentations, storytelling, and value articulation.

• Showcasing excellent oral and written communication skills in German and English, with the ability to adapt messaging to different audiences.

• Relying on a strong technical aptitude combined with a consultative, business-oriented communication style.

• Demonstrating the ability to embrace AI and data-driven insights to drive innovation, productivity, and continuous improvement in pre-sales activities.

Other Important Criteria

• Deep professional experience in the German insurance industry, ideally with exposure to complex transformation or enterprise software initiatives.

• Proven track record in pre-sales / solution consulting for complex B2B software solutions.

• Willingness to travel across the DACH region as required (typically up to 50–60%, with some variability).