Principal Solution Consultant

Leadership

• 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.

Principal Solution Consultant Germany

• 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.

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.

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.

• Deep professional experience in the German insurance industry, ideally with exposure to complex transformation or…