We are seeking an experienced Partner Success Manager to drive our insurtech strategy and strategic partnerships for our IaaS platform, HIVE. This role will be responsible for developing and executing our insurtech strategy, fostering key partnerships, and driving enterprise customer adoption through focused alliances with ISVs, solution partners and consultants. Leveraging your professional networks and relationship with these alliances, your key deliverables will be to create a sustainable pipeline of high fit business opportunities and design compelling proposals to win partners and realise new business revenue.
The ideal candidate has a passion and a deep understanding of the Insurtech landscape and the ability to collaborate cross-functionally to drive strategic initiatives that create value for our platform, partners, enterprise customers and end consumers. This role requires senior stakeholder management and strong B2B partnership development skills. The candidate will have the autonomy to shape the strategy and activities to drive desired outcomes.
Responsibilities:
- Achieve new business revenue targets by focusing on enterprise customer adoption
- Identify, evaluate and prioritise strategic partnership opportunities with ISVs and enterprise customers
- Lead GTM initiatives for partner solutions, with a storytelling ability to translate SaaS API capabilities into compelling sales enablement materials across sector-specific use cases
- Lead GTM initiatives through partner enablement strategies including sales team training/ coaching, co-marketing, thought leadership, content and relationship building
- Collaborate with internal team to create tailored presentations and commercial proposals for specific partner needs
- Present to senior management of partners and enterprise customers to secure buy-in for sales-led opportunities
- Analyse market trends and competitor activities to identify potential opportunities and share insights with internal teams
- Effectively communicate with management and the wider team through high quality updates
- Define and track key performance indicators (KPIs) to measure partnership success, impact and identify areas for improvement
Requirements:
- More than 8 years experience in strategic partnerships and business development in Insurtech, SaaS industry or Consulting
- Proven track record of successfully managing strategic partnerships such as ISVs and in driving enterprise customer adoption and revenue growth
- Strong understanding of API integrations and SaaS product architectures
- Experience with insurance/ fintech APIs (e.g. claims automation, KYC integrations)
- Excellent communication and presentation skills, with the ability to engage C-level executives and articulate mplex concepts clearly and persuasively
- Expertise in creating impactful presentations and sales decks, experience in B2B product marketing for SaaS platforms a plus
- Strong negotiation skills and ability to customise solutions for client needs
- Key competency of strategic thinking, business and data acumen to optimise partner strategies and performance
- Ability to work cross-functionally with legal, compliance and product development teams
- Strong willingness to go the extra mile and step out of your comfort zone in understanding diverse regional culture and customer behaviours
- Bachelor's degree in Business, Marketing or related field project management certifications are a plus
