Manager - InsureTech Partnerships

1. Insurtech Business Development & GTM

• Build and execute end-to-end GTM strategy for the Insurtech vertical — health insurers, health insurance platforms, and InsurTech companies

• Identify, pitch, and close partnerships with health insurers, InsurTech startups, health-focused TPAs, insurance aggregators, and health insurance web-aggregators (Policybazaar, Coverfox, etc.)

• Drive co-branded / embedded health benefit programmes integrated within insurance products (top-up, OPD, critical illness riders, wellness rewards)

• Position ekincare's health intelligence and engagement data as a differentiated asset for insurer underwriting and claims intelligence

2. Commercial Structuring & Deal Management

• Design and negotiate bundled offering structures: OPD + wellness subscriptions, preventive health plans, digital health memberships embedded within insurance policies

• Structure commercial models including revenue share, per-member-per-month (PMPM), co-distribution fees, and white-label arrangements

• Own the full deal lifecycle: identify → pitch → LOI → commercial negotiation → contract → launch → scale

• Build ROI models and business cases for insurer partners, demonstrating health engagement impact on claims ratios

3. Account Management & Partner Growth

• Own account farming for key insurer and insurtech partners — driving renewals, upsells, and wallet share expansion

• Build strong relationships across distribution, product, and CXO levels within partner organisations

• Track and drive partner-level health engagement metrics (activation rates, utilisation, NPS) as levers for contract expansion

• Conduct regular business reviews (QBRs/MBRs) with insurer partners to demonstrate impact and unlock new use-cases

4. Product & Regulatory Collaboration

• Collaborate with Product, Tech, and Ops teams to develop insurer-specific integrations (policy data, claims feeds, wellness APIs)

• Stay current on IRDAI regulations and emerging insurtech guidelines relevant to embedded health benefits and data sharing

• Partner with the data and analytics team to develop de-identified, aggregated health insights as a product offering for insurers

• Translate partner requirements into product PRDs in collaboration with internal stakeholders

5. Pipeline & Revenue Predictability

• Maintain a well-qualified pipeline with accurate stage-wise revenue forecasting

• Report regularly on pipeline health, conversion rates, and MRR contribution to the Head of Partnerships / New Business

• Monitor market trends in the insurance ecosystem — including new-age insurtech, digital health mandates, and regulatory tailwinds

Requirements

Experience

• 5–10 years of experience in Partnerships, Business Development, or Strategic Alliances

• Strong background in Insurance / Insurtech / Health Insurance ecosystems (must-have)

• Proven track record of closing and managing high-value enterprise partnerships

• Experience in bundling digital products or services with insurance, health plans, or fintech offerings

Domain Knowledge

• Deep understanding of India's insurance distribution landscape: brokers, agents, TPAs, aggregators, and digital platforms

• Familiarity with IRDAI regulations around health insurance, OPD benefits, and wellness riders

• Understanding of health data, claims analytics, and risk-based underwriting concepts is a strong plus

• Awareness of InsurTech trends: embedded insurance, usage-based models, preventive health incentives

Skills

• Stakeholder management at CXO and business-unit head levels within large insurance organisations

• Negotiation and commercial deal structuring (PMPM, rev-share, bundled subscription models)

• Account farming, renewals management, and wallet-share expansion

• Strong analytical orientation — ability to build business cases and present ROI models

Benefits

Why Join Us?

• Be part of a successful, high-growth Series B-funded startup with patented technology.

• Work at the forefront of health-tech innovation and digital healthcare transformation.

• Trusted by 1000+ organizations across industries.

• Dynamic startup culture with a flat hierarchy and a "fast fail, fast learn" mindset.

• Attractive compensation with lucrative performance-based incentives.

• ESOPs and accelerated career growth opportunities.

• 360-degree appraisal process for holistic performance feedback.

• Direct exposure to senior leadership and strategic decision-making.

• Comprehensive medical benefits and wellness perks, including Gym, Yoga, Zumba, and more.