Manager - InsureTech Partnerships

Responsibilities

• 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 ekincares health intelligence and engagement data as a differentiated asset for insurer underwriting and claims intelligence

• 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

• 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

• 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

• 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 - 510 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 Indias 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

• Excellent communication and presentation skills

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