Managing Director – Market Development, Revenue Growth
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Job Description
Managing Director driving US insurance-platform alliances, executive relationships, and services revenue growth for Exavalu. Building pipelines across carriers, MGAs, brokers, and specialty insurers.
Responsibilities:
- Define and execute market-development strategies for assigned insurance platforms
- Originate and qualify opportunities across carriers, MGAs, brokers, specialty insurers, and insurance distribution organizations
- Build trusted relationships with business and technology decision-makers
- Position Exavalu's advisory, implementation, integration, data, digital, cloud, and managed services capabilities
- Drive new-logo acquisition and account expansion opportunities
- Balance platform-specific opportunities with broader ecosystem and cross-platform propositions
- Serve as executive relationship owner for assigned product vendors
- Create joint business and go-to-market plans with measurable objectives
- Conduct account mapping with vendor sales teams to identify shared targets, whitespace, and installed-base opportunities
- Lead alliance reviews covering pipeline, pursuits, marketing activities, certifications, and delivery feedback
- Build relationships across vendor executives, alliance teams, sales, customer success, and services organizations
- Lead executive outreach, discovery discussions, opportunity shaping, and pursuit strategy
- Collaborate with solution, delivery, and commercial teams to develop winning proposals
- Develop account plans, stakeholder maps, win themes, and pursuit strategies
- Maintain disciplined pipeline management and provide market intelligence to Exavalu leadership
- Support contract negotiations and opportunity closure activities
- Create platform-specific campaigns, webinars, events, and thought leadership initiatives
- Represent Exavalu at insurance industry and partner ecosystem events
- Identify investments in offerings, accelerators, talent, and certifications to support growth
- Convert successful delivery outcomes into references, expansion opportunities, and repeatable market propositions
Requirements:
- 15+ years of experience in insurance, insurance technology, consulting, professional services, or software platforms
- Proven success generating and closing services opportunities within the US insurance market
- Strong network of decision-makers across carriers, MGAs, brokers, specialty insurers, and insurance technology vendors
- Demonstrated experience managing strategic vendor alliances and executing joint GTM programs
- Strong understanding of account mapping, co-sell motions, partner-sourced pipeline, and pursuit management
- Deep understanding of insurance operations, distribution models, and technology-buying priorities
- Executive presence with strong communication, relationship-building, and negotiation skills
- Strong commercial acumen and ability to influence without direct authority
- Ability to manage multiple alliances and growth priorities while delivering measurable results
- Experience working within a consulting firm, systems integrator, software vendor, insurance carrier, MGA, or brokerage organization
- Experience launching, building, or scaling alliance-led services businesses
- Familiarity with the broader insurance technology ecosystem, including Guidewire, Duck Creek, OneShield, Majesco, EIS, SmartCOMM, or similar platforms
- Experience driving ecosystem-led growth, strategic partnerships, and partner-influenced revenue programs
Benefits:
- Flexibility adapting to employee, customer, and business needs
- Part-time work options
- Work outside normal 9–5 business hours
- Remote work
- Welcome back program supporting individuals returning after a prolonged absence due to health or family reasons
- Diversity and inclusion commitment
- Career growth opportunities
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