The Role
Lead and manage strategic partnerships within the insurance industry, driving revenue growth, compliance, and operational insights while collaborating with sales, marketing, and product teams.
Summary Generated by Built In
Position Description
Tenna is searching for an Insurance Partnerships Manager to lead the development and ongoing management of high-impact relationships across the insurance and risk management ecosystem. This dynamic role sits at the intersection of construction technology and insurance innovation, where you’ll shape how Tenna partners with carriers, captives, brokers, MGAs, and risk advisors to reduce jobsite risk, claims, and drive operational insight. You’ll be responsible for cultivating strategic partnerships that directly fuel revenue growth, product expansion, and customer value, while delivering joint programs, data integrations, and go-to-market initiatives alongside industry leaders. Ideal candidates are confident in executive conversations and public forums, but equally adept at rolling up their sleeves to execute and scale. If you have a solid background in insurance, a passion for partnerships, and experience in or exposure to the construction industry, this is a high-visibility opportunity to make a meaningful impact. Sounds interesting? This might be the role for you.
Why Tenna?
At Tenna, we believe the best is right in front of all of us, and that each day holds more potential than the one before. We believe that every new discovery can lead to something better than we thought possible. When we boil it down, the top five qualities that define the Tenna Team are quality obsessed, gritty, continuous learners, collaborative problem solvers, and just plain awesome. Sound like you? Join us as we empower our customers to control their mixed assets anytime, anywhere, on one comprehensive platform. Apply now!
Responsibilities
- Build, lead, and drive the acquisition and successful management of strategic partnerships with insurance companies, captives, MGAs, brokers, and risk advisors.
- Maintain and nurture existing partner relationships, ensuring compliance with contractual requirements, monitoring performance, and addressing any ongoing needs or adjustments to ensure continued success.
- Ensure Tenna’s customers are meeting their obligations (e.g., providing necessary data, documents, and information) and that insurance companies are receiving the required inputs from Tenna, such as system access and data sharing.
- Structure and execute referral, integration, co-marketing, and data-sharing agreements.
- Actively support the Sales Team during deal cycles by joining key meetings, helping navigate complex needs, offering guidance, and removing internal roadblocks.
- Serve as the primary liaison for all insurance-related partner opportunities and strategic initiatives.
- Collaborate on insurance incentive programs such as telematics-based discounts or usage-based models.
- Represent Tenna as a speaker, panelist, or moderator at industry conferences, partner engagements, sales forums, and association-related events.
- Lead educational initiatives for brokers, underwriters, and policyholders to drive awareness and adoption.
- Create and publish thought leadership content, including whitepapers, blog posts, and case studies.
- Cultivate relationships with insurtech accelerators, innovation hubs, and industry groups.
- Align with Sales and Marketing to develop joint campaigns and go-to-market strategies.
- Host or co-host webinars, roundtables, and partner demos to support engagement and lead generation.
- Track and report on partner marketing activities and their contribution to pipeline and revenue.
- Develop scalable onboarding and enablement processes for insurance partners.
- Train partner teams on Tenna’s platform, value proposition, and customer use cases.
- Maintain CRM data accuracy and track partner-related opportunities and performance metrics.
- Collaborate with internal teams, including Sales, Customer Success, Product, and Data, to deliver joint value and support insurance-specific use cases.
- Contribute to insurance-related product development, including integration design and reporting dashboards.
- Support the development of future insurance-aligned innovations such as UBI or embedded solutions.
- Define and monitor KPIs for partnership health, influence on pipeline, and ROI.
- Continuously optimize partnership strategy based on performance data and market evolution.
Job Requirements
- 7+ years of experience in enterprise or B2B sales, business development, or partnership leadership roles, preferably in SaaS
- Proven experience selling or enabling solutions in complex sales cycles involving multiple stakeholders.
- 3+ years of experience in the insurance or risk management sector (e.g., carrier, broker, MGA, or insurtech).
- Direct experience in construction, construction technology, equipment management, or related industries
- Demonstrated ability to build and manage strategic relationships, close partnership agreements, and drive measurable results.
- Track record of success in public speaking, representing brands at industry events, and delivering compelling presentations.
- Bachelor’s degree is strongly preferred or equivalent
- Strong project management and operational execution skills, with the ability to manage multiple moving pieces across teams and time zones.
- Strong experience with Salesforce, HubSpot, and Microsoft Office.
- Experience with partner enablement or CRM automation tools is a plus.
- Demonstrated desire to work collaboratively with internal and external stakeholders
- Proactive attitude and ability to take ownership of tasks and projects
Benefits, Perks, & Additional Information
- Full-time opportunity.
- Location: Remote – United States.
- Travel is required, up to 50%.
- Competitive compensation packages are offered.
- Opportunities for growth and personal development within a highly dynamic team.
- Robust, low-cost benefit packages are offered.
- Benefit coverage begins on the first date of employment.
- Paid Time Off and Volunteer Time Off are offered.
- Dependent Care offered.
- 401k match.
- Employee referral bonuses.
As an Equal Opportunity Employer, Tenna is committed to building a diverse team. We welcome different perspectives and opinions to foster innovation, authenticity, and excellence across all parts of our company, and are committed to providing employees with a work environment free of discrimination and harassment.
Top Skills
Hubspot
MS Office
Salesforce
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The Company
What We Do
Tenna is the construction technology platform that revolutionizes equipment fleet operations. We are the standard for the construction industry. Going beyond tracking, Tenna blends cutting-edge technology with more than 100 years of construction experience to help companies know more, control more and make more.
Tenna lets contractors know more with reliable tracking and a unified platform for mixed fleets. Tenna lets contractors control more with visibility from the machine level to the project, all the way up to the whole company. The result is that construction businesses make more money with better own, move, buy/rent decisions, higher utilization and more predictable days.
From heavy yellow iron and associated parts and attachment, to mid-sized equipment, to heavy trucks and fleet vehicles, down to small assets, tools, materials and consumable inventory, Tenna is a construction-focused total equipment management solution for contractors that own, operate and maintain a construction equipment fleet.
