POSITION TITLEPartnerships Leader
POSITION LOCATIONNew York, NY | Richmond, VA
YOUR ROLEWe are seeking a Partnerships Leader to drive and nurture Carrier and Affinity relationships while ensuring a seamless partner experience. This role blends relationship ownership, business development, 3rd party distribution, and client success, making it ideal for professionals experienced in Carrier Partnerships, Affinity Partnerships, Relationship Management, Life/LTC or P&C Insurance, or Client Success roles.
The ideal candidate will have a proven track record of acquiring and managing partnerships, experience in business development and implementation processes, owning aggressive growth targets for each partner and vertical, and a proven track record of products & services expansion via cross-sell/up-sell and large initiative execution. Candidate will also have experience managing a small team of professionals, leveraging coaching and accountability with autonomy to support clients and team members.
What You Will Be DoingCarrier and Affinity Relationship Management & Client Success
- Own multiple aspects of Carrier and Affinity partners, from business development prospecting, to a seamless onboarding experience, to specific and aggressive revenue/margin and growth targets, to large initiative execution, and if necessary to exit
- Own and be accountable for the “P&L” of each client, revenue growth, allocated expense use (shared service costs outside of norm), and product expansion.
- Maintain and grow existing 3rd party distribution relationships, optimizing engagement and product/service adoption
- In partnership with the leadership team, build deep relationships with key senior client members to generate trust and shared goal mindset
- Actively identify new opportunities for shared growth or client issue resolution, bringing insights from across verticals (Carrier, Affinity + Government, DTC)
- Identify cross-selling opportunities and support marketing efforts in co-creating partner campaigns; build strong understanding of CareScout products and services
- Collaborate with product and engineering teams to address technical requirements for implementation and proper internal prioritization based on business case value, such as API extensions for ecosystem distribution (widget on partners site/apps)
- Serve as “Voice of the Partner” in internal sessions such as prioritization or roadmap development sessions
- Oversee and own standard reporting, issue resolution, and process improvements to enhance partner experience.
- Develop KPIs and performance tracking metrics to assess and improve partner success.
- Present insights and strategic recommendations to internal leadership and partner stakeholders. As appropriate provide corrective action support or exit partnerships that no longer provide value
Business Development
- Lead Business Development teams in cultivating and securing new Carrier and Affinity partnerships, including through Wholesalers, Reinsurers, Brokers
- Lead partner onboarding and implementation, managing expectations, reporting, marketing, and customer engagement to ensure successful launch
- Develop, own, and maintain pricing grids for products and channels, working with finance to factor in economic return, as well as competitive intel and making strategic decisions based on client growth and retention
- Own strategic prospecting (and growth modeling) across and within verticals, creating a robust pipeline and turn-key solutions to deliver growth with effort commensurate with revenue estimates
- Leverage data and competitor/market insights to identify and refine prospect lists based on performance results and strategic plans
- Establish and refine go-to-market strategies for launching and scaling partnerships.
- Build wholesaler/stakeholder relationships with critical intermediaries (Reinsurers, TPAs, Industry alliances, Brokers)
- Proactively identify new partnership opportunities and assist in outreach and contract negotiations.
- Identify and manage external marketing for CareScout via trade shows, conferences, presentations, podcasts, sponsorships, etc.
What You Bring
- 10+ years of experience in Partnerships, Business Development, L&A/P&C Insurance, or Relationship Management
- Experience in partner deal term negotiations, pitches, proposals, and contracting.
- Strong analytical mindset, comfortable with data-driven reporting and optimization.
- Strategic thinker with ability to identify macro trends and hypothesize ability to play/ability to win
- Experience managing teams and building talent through development, coaching, and autonomy
- Excellent presentation, communication, and interpersonal skills to build strong relationships externally and internally
- Project management skills with the ability to oversee multiple partnerships simultaneously.
- Desired understanding of Insurance industry and/or Affinity distribution, key terms and economic models, as well as customer marketing tactics
- Ability to travel occasionally (estimated 20-30% travel).
ADDITIONAL INFORMATION
National Range: $134,600 - 209,000
NYC Range: $168,300 - 261,000
Disclaimer: This role will be located in Richmond, VA or New York City. Actual compensation will vary based on geographic location, experience, skills, and other job-related factors. In addition to base salary, this role is eligible to participate in a bonus incentive plan. Incentive compensation is based on individual and company performance and is not guaranteed.
Employee Benefits & Well-Being
Genworth employees make a difference in people’s lives every day. We’re committed to making a difference in our employees’ lives.
- Competitive Compensation & Total Rewards Incentives
- Comprehensive Healthcare Coverage
- Multiple 401(k) Savings Plan Options
- Auto Enrollment in Employer-Directed Retirement Account Feature (100% employer-funded!)
- Generous Paid Time Off – Including 12 Paid Holidays, Volunteer Time Off and Paid Family Leave
- Disability, Life, and Long Term Care Insurance
- Tuition Reimbursement, Student Loan Repayment and Training & Certification Support
- Wellness support including gym membership reimbursement and Employee Assistance Program resources (work/life support, financial & legal management)
- Caregiver and Mental Health Support Services
At this time, Genworth will not sponsor a new applicant for employment authorization for this position.
