Senior Manager Enterprise Partnerships

Senior Manager Enterprise Partnerships (APIs & Custom Solutions)

Role Summary

Own end-to-end enterprise partnerships to drive revenue from Insurance, Insure-tech, OTA platforms and adjacent ecosystems. Combine consultative selling with creative solutioning to package our APIs and bespoke offerings for partner needs—from first conversation to go-live and scale.

What You’ll Do

• Hunt & close

  : Identify, prioritize, and win enterprise accounts across insurance, insure-tech, brokers/TPAs, OTAs, fintech, and large consumer platforms.

• Pipeline ownership

  : Build and manage a qualified pipeline (outbound + inbound), maintain 3–4 coverage, and forecast accurately.

• Solutioning & packaging

  : Translate customer problems into compelling API bundles and custom solutions; shape scope, commercials, SLAs, and implementation plans.

• Deal orchestration

  : Run multi-threaded sales cycles (product, engineering, infosec, legal, procurement); navigate RFPs/RFIs, MSAs, DPAs, and security reviews.

• Commercials & pricing

  : Structure win-win deals—usage-based/API pricing, minimum guarantees, tiered packages, and success milestones.

• Partner success handoff

  : Ensure clean transitions to implementation/CS; define launch plans, adoption targets, and governance cadence (QBRs).

• Account growth

  : Drive expansions (new use cases, geographies, higher API limits), renewals, and co-marketing where relevant.

• Market intelligence

  : Map the ecosystem, spot whitespace, track competitor moves, and feed insights to product for roadmap and GTM refinement.

• Collateral & enablement

  : Work with Product/Marketing to create pitch narratives, ROI models, case studies, and technical one-pagers tailored to each segment.

• Compliance & risk

  : Coordinate with Legal/Security on regulatory, data-privacy, and integration requirements (esp. for health/insurance contexts).

Ideal Experience

• 3–12 years in 

  Enterprise Sales/Partnerships/BD

   for 

  APIs, platforms, or B2B SaaS

  , ideally selling to 

  insurers, insure-techs, TPAs/brokers, OTAs, fintechs

  , or large consumer internet companies.
• Proven track record of 

  closing multi-stakeholder enterprise deals

   (commercial + technical + legal).
• Comfort with 

  technical concepts

  : REST APIs, auth (OAuth/JWT), SLAs, rate limits, webhooks, data privacy, and integration lifecycles.
• Experience with 

  RFPs

  , 

  InfoSec reviews

  , and enterprise procurement.
• Background in 

  health/insurance

   data flows, claims, OPD/wallets, or risk/compliance is a plus.