Principal Solution Consultant - General Insurance Industry

Overview

Principal Solution Consultant leading India market entry and penetration for Guidewire's General Insurance (P&C) platform, serving as senior field-facing authority for Tier-1 and Tier-2 Indian insurers.

What you'll do

• Co-own and execute the India go-to-market strategy with Field Leadership, refining the penetration plan and identifying high-propensity targets and regional Win Themes.
• Conduct discovery on Indian functional gaps versus Guidewire out-of-the-box features, such as IRDAI compliance workflows, UPI-based real-time claims and localized Health TPA models.
• Build battlecards against local incumbents, identify their architectural weaknesses in the Indian market and train the wider field team on exploiting them.
• Lead the functional sales cycle end to end, from discovery and RFI/RFP management to final selection and contract alignment.
• Act as primary technical/functional advisor to the Regional Sales Director and Managing Director, providing solution air cover to close lighthouse customers.
• Uncover the pain behind the pain in prospects' current operations and build cohesive business cases with Account Executives.
• Collate recurring Indian prospect requirements and present a prioritized India Roadmap to Global Product Management.
• Coach and develop the India-based Solution Consulting team in advanced storytelling, competitive positioning and executive presence.
• Work with the Guidewire Marketplace and local partners to demonstrate an integrated insurance experience, including India Stack, UPI and AI-driven fraud detection.

What you'll need

• Deep expertise in the Indian General Insurance (P&C) market.
• Proven ability to position modern SaaS against legacy core insurance solutions and articulate why a modern cloud platform beats a one-size-fits-all legacy suite.
• Knowledge of leveraging Aadhaar, UPI and DigiLocker within the insurance lifecycle for a frictionless, paperless customer journey.
• Ability to sell the Evergreen nature of SaaS to Indian CIOs.
• 12+ years in enterprise pre-sales or solution consulting, leading functional sales cycles for complex, high-value SaaS or Core Systems (Policy, Billing, Claims).
• Understanding of the Indian Grid system, TPA integrations and IRDAI product filing requirements.
• Strong grasp of cloud-native architectures (AWS/Azure) and the business value of Evergreen software over on-premise and custom build models.
• Exceptional C-suite communication skills, able to challenge CEO/CIO thinking and move them from a safe legacy choice to a transformative platform.
• Mastery of consultative storytelling, turning product features into business narratives addressing Indian market pain points.

Nice to have

• Guidewire experience.
• Experience in a pioneer or early-hire capacity for a global technology firm entering the Indian market.
• Demonstrated success unseating legacy or entrenched incumbents (TCS BaNCS, SAP or Oracle) within Indian Financial Services.
• Familiarity with the India Stack (Aadhaar, UPI, eSign) and how it is used to digitize the insurance value chain.
• Experience as a strategic right hand to Sales VPs or Managing Directors building and executing a GTM plan.

Details

• Location: Bangalore, India.