Managing Director - Market Development & Revenue Growth (Insurance Growth Platforms)

Accountabilities: Lead market development and revenue growth: Define and execute growth strategies for assigned insurance platforms, generating and qualifying opportunities across insurance carriers, managing general agents (MGAs), brokers, specialty insurers, and distribution organizations. Develop strategic vendor alliances: Serve as the primary executive relationship owner for assigned technology partners, building trusted relationships with vendor executives, sales teams, alliance leaders, customer success teams, and services organizations. Drive joint go-to-market initiatives: Develop and execute measurable business plans with technology partners, establishing objectives for account growth, pipeline generation, marketing, sales enablement, and revenue performance. Lead account mapping and opportunity identification: Work with vendor sales teams to identify target accounts, whitespace opportunities, existing customer expansion potential, and shared market opportunities. Manage strategic sales pursuits: Lead executive outreach, discovery conversations, opportunity qualification, solution positioning, and pursuit strategy, coordinating with internal teams to develop compelling proposals and close new business. Expand customer relationships: Drive new-logo acquisition and account expansion by positioning consulting, implementation, integration, data, digital transformation, cloud, and managed services capabilities. Oversee alliance performance: Conduct regular alliance reviews covering pipeline, active pursuits, marketing initiatives, certifications, partner enablement, and delivery feedback. Strengthen market presence: Collaborate with marketing and alliance partners to develop platform-specific campaigns, webinars, events, thought leadership, and customer success stories. Shape practice growth: Identify investments in service offerings, accelerators, talent, and certifications required to support market demand and expand partner-led business. Maintain commercial discipline: Manage sales pipelines, account plans, stakeholder maps, forecasts, negotiations, and pursuit governance while providing market intelligence and growth recommendations to leadership. Build repeatable growth opportunities: Translate successful project outcomes into customer references, cross-platform propositions, follow-on engagements, and scalable market offerings. Represent the business externally: Participate in insurance industry conferences, partner ecosystem events, and executive engagements to strengthen relationships and identify new opportunities. Requirements Extensive industry experience: At least 15 years of experience in insurance, insurance technology, consulting, professional services, or enterprise software platforms. Proven sales performance: Demonstrated success generating, developing, and closing consulting or technology services opportunities within the US insurance market. Established industry network: Strong relationships with decision-makers across insurance carriers, MGAs, brokers, specialty insurers, distribution organizations, and insurance technology vendors. Strategic alliance expertise: Experience managing technology vendor partnerships, developing joint business plans, and executing go-to-market programs that generate measurable pipeline and revenue. Insurance industry knowledge: Deep understanding of insurance operations, distribution models, technology buying processes, and the business priorities of insurance organizations. Platform ecosystem familiarity: Experience with platforms such as Insurity, Origami Risk, INSTANDA, and InsureMO is relevant. Familiarity with Guidewire, Duck Creek, OneShield, Majesco, EIS, SmartCOMM, or comparable insurance technology solutions is an advantage. Consultative selling capabilities: Strong experience in account mapping, partner-led selling, opportunity qualification, executive engagement, proposal development, and strategic pursuit management. Commercial and negotiation skills: Ability to develop compelling value propositions, support contract negotiations, manage complex sales cycles, and consistently deliver against growth objectives. Executive presence: Excellent communication, presentation, relationship-building, and influencing skills, with the ability to build trust with senior stakeholders and influence outcomes without direct authority. Cross-functional collaboration: Ability to work effectively with sales, marketing, solution architecture, delivery, and leadership teams to align market opportunities with service capabilities. Strategic and entrepreneurial mindset: Proven ability to manage multiple alliances and competing priorities, identify new market opportunities, and develop scalable growth initiatives. Preferred professional background: Experience in a consulting firm, systems integrator, software vendor, insurance carrier, MGA, or brokerage organization, particularly in launching or scaling alliance-led services businesses. Benefits Remote work flexibility: Work remotely from the Canada , with travel as needed for client meetings, strategic partnerships, and industry events. Executive-level responsibility: Shape market development strategy, influence revenue growth, and build high-value relationships across the insurance technology ecosystem. Strategic partnership exposure: Collaborate with established insurance technology vendors and senior decision-makers across the US insurance market. Professional growth: Expand your leadership experience in strategic alliances, enterprise sales, consulting services, and insurance technology. Collaborative environment: Work alongside multidisciplinary teams spanning sales, marketing, technology, and service delivery. Flexible working arrangements: A culture that recognizes varying work schedules and individual circumstances, with flexibility to accommodate business and employee needs. Return-to-work support: Access to a welcome-back program designed to support professionals returning to work after an extended absence due to health or family circumstances. Inclusive workplace: Join an organization committed to equal employment opportunity, diversity, and creating an environment where different perspectives are valued. Compensation: Salary and additional compensation details were not specified in the original posting and can be clarified during the recruitment process.