Key Facts

Remote From:

United States

Full time

Senior (5-10 years)

160 - 190K yearly

English

Hard Skills

Channel Management Strategic Partnership Technical Delivery Management Business Development Sales Enablement Go-to-Market Strategy Business Planning Strategic Partnership Customer Analysis Software Quality Management +8 more

Other Skills

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Governance
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Negotiation
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Adaptability
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Communication
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Relationship Building
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Growth Mindedness

Roles & Responsibilities

5+ years of experience in Strategic Partnerships or Channel Management within Insuretech or the insurance ecosystem.
Proven ability to manage technical delivery partners for a high-growth platform.
Strong negotiation and influencing skills with experience engaging executive stakeholders.
Growth mindset with a track record of turning a partnership program from idea to predictable revenue; deep insurance industry literacy.

Requirements:

Lead partner-sourced revenue through co-sell strategy, joint business planning, and forecast accountability.
Define ecosystem delivery requirements and architect integration framework enabling partners to act as extensions of internal delivery teams.
Enable and certify partners through the Kalepa Standard, ensuring technical proficiency on advanced platform features.
Govern partner performance via the Partner Scorecard and manage Tier-1 alliances from agreements to active co-delivery.

Job description

About Kalepa:

Insurance is a $7T global industry built on professional labor: underwriting, claims, pricing, operations, and distribution. Kalepa is building AI that can perform that work.

We create professional-grade AI systems for insurers: software that can read, reason, decide, and act inside real workflows and operate over long-time horizons. Kalepa begins by augmenting professionals with the tools to succeed at their jobs. That earns us the right to learn from real decisions, capture decision traces, and automate what can be automated successfully over time.

Our products are already in production with leading insurers, driving measurable outcomes and expanding across functions. The opportunity is far broader than any single workflow: to build the AI operating system for decision-making across insurance. For people who want to work on AI that matters, in a sector where correctness, trust, and real-world impact count, Kalepa is just getting started.

Kalepa is backed by leading investors such as IA Ventures and Inspired Capital, and our team brings experience from Facebook, Palantir, Google, Amazon, McKinsey, Mastercard, and Uber.

Our Values (This is important):

Many organizations have a dusty list of corporate values that no one ever follows. Kalepa is not one of those companies. Our values are designed to unlock the potential of our employees.

Success at Kalepa is bred from five core principles:

Hustle and Determination - We hire people who take full ownership of their craft and relentlessly pursue excellence with speed and determination. We choose the hard problems and do not give up. This is the foundation of how we work and how we win.
Deliver Customer Impact - We're obsessed with customer impact. Every feature, every line of code, every decision is measured against one question: does this help insurers make better decisions? If it doesn't drive speed, accuracy, or profitability for our customers, we don't build it.
Meritocracy - We're building something exceptional, and that requires exceptional people and ideas. We have a high bar but we reward excellence with rapid growth. If you're the best at what you do, you'll thrive here.
Transparency - We value honest, transparent communication over politics. We challenge ideas, not people. We say what needs to be said, even when it's hard. This is how we solve problems fast and find the truth.
Experiment Relentlessly - Many of the problems we face have never been solved before. We tackle them by testing quickly, measuring rigorously, and iterating until we find the path forward. Speed of learning is our advantage.

In addition to our NY office, we have remote employees speaking 10+ languages across the globe. But we invest in bringing our people together both for regional meetups and global offsites (2021 - Playa Del Carmen | 2022 - Rome | 2023 - Buenos Aires | 2024 - Lisbon | 2025 - Cartagena).

Kalepa’s culture isn’t for everyone, and that’s ok. But for the people who are a fit, they can’t imagine working elsewhere.

About the role:

Base Salary: $160K - $190K USD*

OTE: $230K - $270K

As the Strategic Partnerships Manager for Kalpea you are tasked with building business partnerships with leading SI’s and tech partners that drive revenue and growth for Kalepa. You are the external advocate driving partners into our delivery ecosystem. Your goal is to ensure that our global partners, from Global System Integrators (GSI) to boutique insurance consultants, and technical partners have the mastery to speak intelligently about our capabilities and operational structure to implement Kalepa independently and successfully when hired.

What you'll do:

Revenue Ownership & Partner-Led Growth: Own and deliver against a defined partner-sourced revenue target by leading co-sell strategy, joint business planning, and expansion across alliances, with forecast accountability.
Ecosystem Delivery Strategy: Define the technical and operational requirements for our external partners. You will architect the "connective tissue" that allows partners to act as a seamless extension of our internal delivery teams
Establish relationships with the Insurance ecosystem including but not limited to data partners, strategy firms, Policy Administration Systems, Pricing solutions, and other potential integration partners. .
Partner Enablement & Certification: Build and manage the global "Kalepa Standard" for external implementations. You are responsible for the technical proficiency of our partners, ensuring they are enabled on our most advanced platform features.
Operational Governance: Own the "Partner Scorecard." You will monitor partner-led implementation quality, stabilization speed, and client satisfaction to ensure our brand promise is met externally.
Strategic Alliance Management: Serve as the primary operational lead for Tier-1 global partnerships. You will move these alliances from high-level agreements to active, high-performing co-delivery motions in the field.
GTM & Product Bridge: Act as the technical voice of the ecosystem. Feed partner insights back to R&D to improve the "implementability" of our products and work with Sales to bake partner strategy into our largest enterprise pursuits.

About you:

Experience: 5+ years in Strategic Partnerships or Channel Management within Insuretech or Insurance ecosystem.
Ecosystem Expert: You have a background managing technical delivery partners for a high-growth platform.
Influence & Negotiation: Proven ability to navigate complex organizational structures and win over executive stakeholders
Growth Mindset: A track record of taking a partnership program from idea to a predictable revenue engine.
Insurance Literate: You understand the complexity of Carriers, Brokers, MGA’s and the insurance ecosystem and are well positioned to drive mutual wins and opportunities.
Communication: Exceptional storytelling skills- you can take a complex technical product and make it a must-have for a partner’s own success.
Travel: Ability to travel 20-30% to represent the company at industry events and lead face-to-face partner summits.
Independent, adaptable and can thrive in a fast-paced environment

What you’ll get

Competitive salary (based on experience level).
Significant equity options package.
401(k) plan with employer match (regardless of employee contribution)
Excellent benefits: 100% covered medical, 100% covered vision and dental for individuals and families, and others
Work with an ambitious, smart, global, and fun team to transform a $7T global industry.
20 days of PTO a year
Global team offsites (2021 - Playa del Carmen, 2022 - Rome, 2023 - Buenos Aires, 2024 - Lisbon, 2025 - Cartagena)
Healthy living/gym stipend. Mobile phone bill stipend.
Continuing education credits.

*The salary range listed is an estimate and will vary based on a variety of factors. Final compensation will be determined during the offer stage based on relevant experience, performance during the interview process, and geographic location, and may therefore differ from the posted range.

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