Partner Success Lead (B2B2C)

The Digital Transformation Office (DTO) plays a crucial role towards Income’s vision of insurance made different by leading innovative digital initiatives and building new business models to serve digital-first consumers and position Income for the future. Some examples include the first rainsurance in Singapore which protects individuals against fare surge on ride-hailing platforms and the first micro-insurance in Southeast Asia which offers flexible pay-per-trip micro premium and accumulative coverage for ride-hailing drivers.

By combining deep insurance expertise with cutting-edge technology, our mission is to revolutionise the insurance industry in Singapore and beyond by leveraging our proprietary HIVE Insurance-as-a-Service (IaaS) platform to deliver innovative, digital-first solutions. Through HIVE, we enable insurers and digital ecosystems to rapidly launch, localise and scale direct-to-consumer and embedded insurance propositions. With pre-built insurtech integrations and a robust architecture, HIVE accelerates speed-to-market, allowing our partners to capture new customer segments and drive growth. 

Key responsibilities include:

• Achieve new business revenue targets by focusing on enterprise customer adoption
• Identify, evaluate and prioritise strategic partnership opportunities with solution partners and enterprise customers
• Lead GTM initiatives for partner solutions, with a storytelling ability to translate SaaS API capabilities into compelling sales enablement materials across industry-specific use cases
• Lead GTM initiatives through partner enablement strategies including partner sales team training/ coaching, co-marketing, thought leadership, content and relationship building
• Collaborate with internal team to create tailored presentations and commercial proposals for specific partner needs 
• Present to senior management of partners and enterprise customers to secure buy-in for sales-led opportunities
• Analyse market trends and competitor activities to identify potential opportunities and share insights with internal teams
• Effectively communicate with management and the wider team through high quality updates 
• Define and track key performance indicators (KPIs) to measure partnership success, impact and identify areas for improvement

Requirements:

• At least 8-9 years’ experience in strategic partnerships and business development in Insurtech, SaaS industry or Consulting environment
• Proven track record of successfully managing strategic partnerships such as solution partners and in driving enterprise customer adoption and revenue growth
• Strong understanding of API integrations and SaaS product architectures
• Experience with insurance/ fintech APIs (e.g. Claims automation, KYC integrations)
• Excellent communication and presentation skills, with the ability to engage C-level executives and articulate complex concepts clearly and persuasively
• Expertise in creating impactful presentations and sales decks, experience in B2B/B2B2C product marketing for SaaS platforms a plus
• Strong negotiation skills and ability to customise solutions for client needs
• Key competency of strategic thinking, business and data acumen to optimise partner strategies and performance
• Ability to work cross-functionally with legal, compliance and product development teams
• Strong willingness to go the extra mile and step out of your comfort zone in understanding diverse regional culture and customer behaviours 
• Bachelor’s degree in Business, Product Management, Marketing or related field; project management certifications are a plus