战略分析客户经理
Strategic Analytics Account Manager
**简介**
职位概述
分析专家负责指导Guidewire Analytics客户组合的成功与增长。结合客户成功、分析专业技能和商业账户管理，该职位帮助客户将Guidewire的数据和分析能力转化为实际的业务价值，同时推动采用率、留存率和增长。
Guidewire的分析产品组合包括预测建模、高分辨率财产和灾害数据、网络风险建模、共享和匿名化的财险数据和预测评分，以及包括交互式仪表板和报告在内的商业智能功能。
**职位描述**
#### 主要职责范围
- 管理客户组合：在整个生命周期内管理Analytics客户的组合，从上手和采用到价值实现、续约和扩展。保持对客户目标、使用情况、账户健康状况、风险和机会的清晰了解，并主动推动关系发展。
- 将客户挑战转化为分析用例：理解客户试图改进的决策、工作流程和业务问题，并识别Guidewire的数据和分析能力如何提供帮助。将有时模糊的需求转化为实际的用例，并支持客户将其能力嵌入到他们的流程中。
- 推动留存和商业增长：管理续约准备情况，主动识别留存风险，并与客户和内部团队合作解决这些问题。与销售和组合负责人合作，根据客户需求、产品使用情况和新兴用例，识别和开发可信的扩展和交叉销售机会。
- 领导客户参与：在业务、技术和高管利益相关者之间建立信任关系。在复杂的客户组织中导航，识别决策者和倡导者，管理具有挑战性的对话，并提供指导，帮助客户最大化Guidewire Analytics的价值。
- 协调Guidewire围绕客户：召集产品、销售、支持、专业服务和其他专家，解决难题并推进客户目标。在内部代表客户的需求，沟通产品差距和新兴需求，并帮助将客户优先事项与Guidewire的能力和产品方向对接。
- 建立并分享专业知识：深入掌握Guidewire的分析产品组合及相关数据和风险领域知识。分享
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**Summary**
Role Overview
The Analytics Specialist owns the success and growth of a dedicated portfolio of Guidewire Analytics clients. Combining customer success, analytics expertise and commercial account ownership, the role helps clients turn Guidewire's data and analytics capabilities into practical business value while driving adoption, retention and growth.
Guidewire's Analytics portfolio includes predictive modelling, high-resolution property and hazard data, cyber risk modelling, pooled and anonymised P&C data and predictive scores, as well as business intelligence capabilities including interactive dashboards and reporting.
**Job Description**
#### Key Areas of Responsibility
- Own the Client Portfolio: Manage a portfolio of Analytics clients across the full lifecycle, from onboarding and adoption through value realisation, renewal and expansion. Maintain a clear view of client objectives, usage, account health, risks and opportunities, and take ownership of moving the relationship forward.
- Turn Client Challenges into Analytics Use Cases: Understand the decisions, workflows and business problems clients are trying to improve and identify how Guidewire's data and analytics capabilities can help. Translate sometimes ambiguous requirements into practical use cases and support clients in embedding these capabilities into their processes.
- Drive Retention and Commercial Growth: Manage renewal readiness and proactively identify retention risks, working with clients and internal teams to address them. Partner with Sales and Portfolio Leaders to identify and develop credible expansion and cross-sell opportunities based on client needs, product usage and emerging use cases.
- Lead Client Engagement: Build trusted relationships across business, technical and executive stakeholders. Navigate complex client organisations, identify decision-makers and champions, manage challenging conversations and provide guidance on how clients can maximise the value of Guidewire Analytics.
- Mobilise Guidewire Around the Client: Bring together Product, Sales, Support, Professional Services and other specialists to resolve issues and advance client objectives. Represent client needs internally, communicate product gaps and emerging requirements, and help connect client priorities with Guidewire's capabilities and product direction.
- Build and Share Expertise: Develop strong knowledge of Guidewire's Analytics portfolio and relevant data and risk domains. Share successful use cases and best practices across the client portfolio and contribute to client events, industry discussions and the continued development of Guidewire's Analytics proposition.
#### Experience & Skills
- Client and commercial experience: Five or more years in customer success, consulting, sales, account management or a similar client-facing role, with experience owning complex client relationships and commercial outcomes.
- Data and analytical mindset: Experience working with data, analytics or technology solutions and an ability to understand how data can be applied to business decisions. Experience with weather, natural hazard, property, geospatial, environmental or other risk-related data is particularly valuable.
- Consultative problem solving: Able to ask the right questions, structure complex or unclear problems and turn business requirements into actionable solutions.
- Technical curiosity: Comfortable discussing APIs, datasets, integrations, analytical models and dashboards without needing to be a software engineer or data scientist.
- Commercial judgement: Able to recognise client risk and growth opportunities, balance client and commercial priorities and confidently navigate renewal, usage and expansion conversations.
- Adaptability and ownership: Comfortable operating in a fast-moving environment where products, processes and requirements continue to evolve. Able to make pragmatic decisions with incomplete information, take initiative and adapt quickly as priorities change.
- Influence and collaboration: Able to build credibility with senior, business and technical stakeholders and mobilise people across different teams without direct authority.
- Learning agility: Curious and able to quickly build knowledge of new products, datasets, technologies and use cases. P&C insurance experience is welcome but not required; familiarity with the use of data in risk selection, pricing, underwriting or claims is advantageous.
The role requires travel to client locations, Guidewire offices and industry events as appropriate
The US base salary range for this full-time position is $114,000 - $192,000. Your base pay will depend on your experience, skills, education, training, and location among other factors. All full-time positions or part-time roles working 30 hours or more a week at Guidewire are eligible for benefits that support their health and well-being including health, dental, and vision insurance, paid time off, and a company sponsored retirement plan. In addition, some roles may be eligible for the annual company bonus plan, commissions, and/or long term incentive awards which are contingent on a variety of factors including, but not limited to, company and employee performance.
**About Guidewire**
Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently. We combine digital, core, analytics, and AI to deliver our platform as a cloud service. More than 540+ insurers in 40 countries, from new ventures to the largest and most complex in the world, run on Guidewire.
As a partner to our customers, we continually evolve to enable their success. We are proud of our unparalleled implementation track record with 1600+ successful projects, supported by the largest R&D team and partner ecosystem in the industry. Our Marketplace provides hundreds of applications that accelerate integration, localization, and innovation.
For more information, please visit www.guidewire.com and follow us on Twitter: @Guidewire_PandC.
Guidewire Software, Inc. is proud to be an equal opportunity and affirmative action employer. We are committed to an inclusive workplace, and believe that a diversity of perspectives, abilities, and cultures is a key to our success. Qualified applicants will receive consideration without regard to race, color, ancestry, religion, sex, national origin, citizenship, marital status, age, sexual orientation, gender identity, gender expression, veteran status, or disability. All offers are contingent upon passing a criminal history and other background checks where it's applicable to the position.
Guidewire is proud to be a disability inclusive employer. We are committed to providing individualized accommodations and support to candidates for any part of our hiring process. If you think you may need disability-related accommodations, please email EmployAbility at accommodations-gw@employ-ability.org.uk, our disability partner, or [schedule a call with an EmployAbility expert](https://calendar.app.google/Pz47ZoQHihFTJugX8) (calendar booking slot) for a confidential conversation.