Senior Manager Enterprise Partnerships

2 days ago

Bengaluru, Karnataka, India Practo Full time ₹ 15,00,000 - ₹ 25,00,000 per year

Job Description

Senior Manager Enterprise Partnerships (APIs & Custom Solutions)

Role Summary

Own end-to-end enterprise partnerships to drive revenue from Insurance, Insure-tech, OTA platforms and adjacent ecosystems. Combine consultative selling with creative solutioning to package our APIs and bespoke offerings for partner needs—from first conversation to go-live and scale.

What You'll Do

  • Hunt & close: Identify, prioritize, and win enterprise accounts across insurance, insure-tech, brokers/TPAs, OTAs, fintech, and large consumer platforms.
  • Pipeline ownership: Build and manage a qualified pipeline (outbound + inbound), maintain 3–4 coverage, and forecast accurately.
  • Solutioning & packaging: Translate customer problems into compelling API bundles and custom solutions; shape scope, commercials, SLAs, and implementation plans.
  • Deal orchestration: Run multi-threaded sales cycles (product, engineering, infosec, legal, procurement); navigate RFPs/RFIs, MSAs, DPAs, and security reviews.
  • Commercials & pricing: Structure win-win deals—usage-based/API pricing, minimum guarantees, tiered packages, and success milestones.
  • Partner success handoff: Ensure clean transitions to implementation/CS; define launch plans, adoption targets, and governance cadence (QBRs).
  • Account growth: Drive expansions (new use cases, geographies, higher API limits), renewals, and co-marketing where relevant.
  • Market intelligence: Map the ecosystem, spot whitespace, track competitor moves, and feed insights to product for roadmap and GTM refinement.
  • Collateral & enablement: Work with Product/Marketing to create pitch narratives, ROI models, case studies, and technical one-pagers tailored to each segment.
  • Compliance & risk: Coordinate with Legal/Security on regulatory, data-privacy, and integration requirements (esp. for health/insurance contexts).

Ideal Experience

  • 3–12 years in Enterprise Sales/Partnerships/BD for APIs, platforms, or B2B SaaS, ideally selling to insurers, insure-techs, TPAs/brokers, OTAs, fintechs, or large consumer internet companies.
  • Proven track record of closing multi-stakeholder enterprise deals (commercial + technical + legal).
  • Comfort with technical concepts: REST APIs, auth (OAuth/JWT), SLAs, rate limits, webhooks, data privacy, and integration lifecycles.
  • Experience with RFPs, InfoSec reviews, and enterprise procurement.
  • Background in health/insurance data flows, claims, OPD/wallets, or risk/compliance is a plus.

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