Insurance Partnerships Manager

Responsibilities

• Build, lead, and drive the acquisition and successful management of strategic partnerships with insurance companies, captives, MGAs, brokers, and risk advisors.
• Maintain and nurture existing partner relationships, ensuring compliance with contractual requirements, monitoring performance, and addressing any ongoing needs or adjustments to ensure continued success.
• Ensure Tenna’s customers are meeting their obligations (e.g., providing necessary data, documents, and information) and that insurance companies are receiving the required inputs from Tenna, such as system access and data sharing.
• Structure and execute referral, integration, co-marketing, and data-sharing agreements.
• Actively support the Sales Team during deal cycles by joining key meetings, helping navigate complex needs, offering guidance, and removing internal roadblocks.
• Serve as the primary liaison for all insurance-related partner opportunities and strategic initiatives.
• Collaborate on insurance incentive programs such as telematics-based discounts or usage-based models.
• Represent Tenna as a speaker, panelist, or moderator at industry conferences, partner engagements, sales forums, and association-related events.
• Lead educational initiatives for brokers, underwriters, and policyholders to drive awareness and adoption.
• Create and publish thought leadership content, including whitepapers, blog posts, and case studies.
• Cultivate relationships with insurtech accelerators, innovation hubs, and industry groups.
• Align with Sales and Marketing to develop joint campaigns and go-to-market strategies.
• Host or co-host webinars, roundtables, and partner demos to support engagement and lead generation.
• Track and report on partner marketing activities and their contribution to pipeline and revenue.
• Develop scalable onboarding and enablement processes for insurance partners.
• Train partner teams on Tenna’s platform, value proposition, and customer use cases.
• Maintain CRM data accuracy and track partner-related opportunities and performance metrics.
• Collaborate with internal teams, including Sales, Customer Success, Product, and Data, to deliver joint value and support insurance-specific use cases.
• Contribute to insurance-related product development, including integration design and reporting dashboards.
• Support the development of future insurance-aligned innovations such as UBI or embedded solutions.
• Define and monitor KPIs for partnership health, influence on pipeline, and ROI.
• Continuously optimize partnership strategy based on performance data and market evolution.

Job Requirements

• 7+ years of experience in enterprise or B2B sales, business development, or partnership leadership roles, preferably in SaaS
• Proven experience selling or enabling solutions in complex sales cycles involving multiple stakeholders.
• 3+ years of experience in the insurance or risk management sector (e.g., carrier, broker, MGA, or insurtech).
• Direct experience in construction, construction technology, equipment management, or related industries 
• Demonstrated ability to build and manage strategic relationships, close partnership agreements, and drive measurable results.
• Track record of success in public speaking, representing brands at industry events, and delivering compelling presentations.
• Bachelor’s degree is strongly preferred or equivalent
• Strong project management and operational execution skills, with the ability to manage multiple moving pieces across teams and time zones.
• Strong experience with Salesforce, HubSpot, and Microsoft Office.
• Experience with partner enablement or CRM automation tools is a plus.
• Demonstrated desire to work collaboratively with internal and external stakeholders
• Proactive attitude and ability to take ownership of tasks and projects

Benefits, Perks, & Additional Information

• Full-time opportunity.
• Location: Remote – United States.
• Travel is required, up to 50%.
• Competitive compensation packages are offered.
• Opportunities for growth and personal development within a highly dynamic team.
• Robust, low-cost benefit packages are offered.
• Benefit coverage begins on the first date of employment.
• Paid Time Off and Volunteer Time Off are offered.
• Dependent Care offered.
• 401k match.
• Employee referral bonuses.