Affinity & Partnerships Business Development Manager

About At-Bay 

At-Bay is the world’s first InsurSec provider designed from the ground up to help businesses tackle cyber risk head on. By combining industry-leading insurance with world-class cybersecurity technology, At-Bay offers end-to-end prevention and protection for the digital age. With 98% of cyber insurance claims in the past five years coming from small and mid-size businesses with revenue under $2B, providing an integrated solution to help manage risk is more critical than ever.

At-Bay helps its 35,000+ customers close their security technology and skills gap — all through their cyber insurance policy — making them 5X less likely to be hit with a ransomware attack. As a full-stack insurance company, At-Bay offers multiple lines of specialty insurance, including Cyber, Tech E&O, and Miscellaneous Professional Liability (MPL) policies.

Role Overview:

In this role you will report directly to the Head of National Broker Relations and help At-Bay focus on partnering with new affinity, association, bulk quoting, white-label, and program management opportunities across numerous industry verticals.  This role will also work closely with the Field Leadership Team and Regional Managers aligning strategy, engagement, and connectivity across the US Market - amplifying At-Bay’s wholesale and retail strategy, enhancing existing relationships, identifying new opportunities, and driving strategic growth.  You will ensure end-to-end success from sales, on-boarding, launch, and relationship management of new affinity opportunities - and ensure that partnerships scale and succeed over time.

Responsibilities 

• The successful candidate will be proactive in building relationships with wholesale and retail brokers to develop and manage new affinity, association, bulk quoting, white-label, and program management relationships which leverage At-Bay’s API-driven digital distribution tools, investments and capabilities
• Ideal candidate will assist At-Bay in developing strategies and tactics to engage industry-focused affinity opportunities in areas such as professional and trade associations, hospitality & leisure, non-profits, restaurants, retailers, sharing economy, and other homogeneous risk pools
• Collaborate with the Head of National Broker Relations, Head of Field, and Partnerships verticals at At-Bay to develop penetration strategies for new and existing affinity arrangements to drive revenue for both At-Bay, our broker partners, and sponsors
• Develop a pipeline of prospective opportunities, hold meetings, seminars/webinars - and manage outbound email and social media campaigns to source partnership opportunities
• Work with At-Bay’s Regional Managers and underwriters to develop national and regional business plans that drive the sales and development of new and existing affinity opportunities
• Project manage all RFP/RFI requirements which result form sales and business development activities
• Ensure strong execution and management of sales process including memorializing contacts, competitive intelligence, and market engagement via the use of At-Bay’s CRM systems
• Maintain strong relationships and rapport with senior level professional counterparts at wholesale and retail brokerages, clusters, aggregators, rating platforms, AMS, and adjacent affinity partners
• Attend and participate in industry events and conferences to build up a strong professional network, maintain proximity to the market and represent At-Bay as a thought leader in affinity and digital distribution solutions
• Ensure that the Partnerships team is staging the sales experience consistently and effectively, and provide customer success feedback and guidance to the broader At-Bay leadership team
• Maintain seamless alignment with At-Bay’s other market-facing executives throughout the development and execution of strategic broker initiatives
• Strive to always "deliver the firm" by aligning client strategies and needs to At-Bay’s capabilities in digital distribution, underwriting, security, and claims

Attributes and Qualifications 

• Minimum of 5 to 7 years experience in the US commercial insurance industry
• Knowledge and established relationships within the US commercial insurance industry - with a preference towards candidates in carrier roles responsible for API-integrations, digital distribution solutions, and managing affinity and programmatic trading opportunities
• Candidate should have working knowledge of commercial underwriting, pricing and coverages prevalent in SMB and middle market professional lines products including cyber, MPL, and Tech E&O
• The ideal candidate will have an exceptional reputation in the market with wholesale and retail brokers, and other relevant stakeholders
• Strategic mindset to assess how At-Bay can differentiate from its competitors and an open-minded approach to considering and developing alternative and non-traditional distribution opportunities
• The ideal candidate is a self-starter, who maintains the highest-level of personal accountability. Equally as important, this person must have the charisma and executive presence to influence and build meaningful relationships with a broad and diverse set of wholesale and retail brokers
• Passionate about the business and takes a sincere interest in the success of customers and partners
• This candidate must be a phenomenally effective communicator, with outstanding  experience calling on and negotiating with the brokerage community
• Recognize development needs and coach to improve performance - and ensure that colleagues and teams have the support and resources needed to be successful
• Candidate should be able to effectively build commitment and excitement and win support and resources for initiatives at multiple levels both inside and outside the organization
• An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in their beliefs, and active drive
• Team player with the ability to influence in the absence of authority
• Comfort working in a start-up environment where the pace of change is fast and teams are continuously evolving
• You own the outcomes of your role. Having the ability to work independently with minimal supervision and oversight are critical in this role

Compensation:

Our estimated base pay range for this role is $110,000 - $120,000 per year. Base salary is determined by a variety of factors including but not limited to market data, location, internal equitability, domain knowledge, experiences and skills. In general, if the position sparks your interest we encourage you to apply - our team prioritizes talent.