Enterprise Account Manager

It is our vision to connect the insurance community through market-leading technology. Our people are placed at the heart of this, and diversity, equity and inclusion are central to everything we do.

We know the key to achieving success is to enable a positive, inclusive, and collaborative working culture, and, as part of our commitment, we have signed up for a number of pledges and programmes designed to support and nurture our people.

No matter where you sit or which team you are a part of, we want you to know that you contribute in helping us to shape where the company will be in the future. We would love for each employee to be able to talk with pride about our company and, most importantly, consider Open GI to be an inclusive, fun and fulfilling place to work.

Position:

The purpose of this role is to drive strategic revenue growth and long-term value across a portfolio of Open GI’s Enterprise Insurer Partners, managing complex relationships across Personal and Commercial Lines where applicable.

Operating within Open GI’s Sales and Distribution strategy, the role is accountable for building deep, executive-level relationships with insurers, developing a detailed understanding of their business models, KPIs, pricing strategies, and distribution priorities.

The role operates across the full insurance value chain, working closely with both insurers and key broker partners to optimise end-to-end distribution, improve product performance, and maximise the effectiveness of insurer placement within Open GI’s ecosystem.

A critical aspect of the role is identifying and delivering strategic growth opportunities, driving both direct revenue (including ILF and RLF) and indirect, scalable revenue streams such as EDI and other transactional income.

The role works in close partnership with Broker Sales, Pre-Sales, and Product teams to align insurer strategies with Open GI’s platform capabilities and SaaS roadmap, prioritising scalable, repeatable, and high-value opportunities.

As part of Open GI’s Revenue Growth Engine, the role contributes directly to increasing platform adoption through a data lead approach, strengthening insurer-broker connectivity, and enhancing Open GI’s position as a core distribution partner within the market.

Your key responsibilities

• Day to day account management of a panel of insurers, MGAs, and brokers, ensuring customer retention and satisfaction is maintained
• Establish productive professional relationships with key individuals in assigned Enterprise Accounts
• Meet assigned targets for profitable sales, volume, and strategic objectives in assigned accounts by continuously assessing customer needs
• Proactively lead a strategic account planning process that develops performance objectives, financial targets and critical milestones for both short and long term. This will include production and maintenance of Enterprise Customer Account Plans
• Embed, develop, and promote strategic partner relationships and revenue strategies with assigned Enterprise Accounts based on actual and potential revenue
• Negotiate contract agreements with assigned Enterprise Customer and Insurers
• Understand and be able to articulate Open GI’s position in the current and future distribution channels whilst also building and maintaining market knowledge of Open GI’s competitors
• Participation in industry meetings as and when needed on subjects relating to both market and development issues, increasing the visibility of Open GI
• Effective use of accurate management information relating to the sales process, market opportunities and Insurer performance
• Proactively review Partner data to provide insights to them on the value Open GI’s products are providing to them, with an aim to further enhance the relationship and up / cross sell
• Produce and delivery regular reports senior management as required
• Lead positively and by example, coaching and developing junior colleagues and actively engage and collaborate with all areas of Open GI
• Any other reasonable tasks as set by management

Requirements:

Qualifications

• GCSE (or equivalent) English and Maths at grade C or above (essential).
• Degree level (preferred) or equivalent in experience
• Professional Insurance qualification (preferred but not essential)
• Full valid driving licence or ability to travel

Experience

• Strong, relevant experience in an Insurance Provider/Broker or Software House background
• Minimum of 4 years Account management experience including specific Sales and Contract negotiation.
• Proven and current experience of overseeing and delivering relevant strategic propositions to partners and clients
• In depth understanding and experience of the general Insurance market including both Personal and Commercial lines
• Understanding of intermediary market and the role of Software Houses as a distribution channel
• In depth knowledge and understanding of Insurance company products and the benefits of electronic trading
• Broad understanding of relevant regulatory matters

Skills

• Driven self-starter with the tenacity to deliver
• Excellent sales, communication, presentation, and interpersonal skills
• Ability to interpret and present statistics both to customers and to colleagues up to Board level
• Confident, professional, and approachable
• Focussed and disciplined approach to managing own workload
• Effective listener
• Excellent influencing skills, self-motivated and conscientious
• Ability to multitask and meet deadlines
• Ability to interpret and present statistics
• Report writing skills
• Must be adaptable to change and changing priorities
• Ability to work under pressure and to tight deadlines
• Good MS Office skills
• Strong understanding of Open GI technology and of current market and emerging technologies, e.g. cloud based

Other information:

Mission and Values

It is our mission to be both the Technology Partner and Employer of Choice to the UK General Insurance market. Our people are placed at the heart of this and diversity, equality and inclusion are central to everything we do.

• Accountability: We own our actions and shape our success on the results we deliver
• Innovation: We tackle challenges with fresh thinking and bold ideas
• Teamwork: We work together, recognising we can’t do this without each other
• Trust: We build trust on integrity, transparency and mutual respect

We are looking for an individual who embraces our values in their actions, decisions, communications and processes to inspire positivity and, ultimately, exceptional performance.

Benefits package

• Competitive salary dependant on skills and experience
• Company pension
• Bonus opportunity
• Life assurance and critical illness cover
• Cycle to work scheme
• Perkbox – an exclusive platform offering a wide range of discounts and benefits
• Holiday entitlement of 25 days per annum, increasing to 26 days per annum after three years of service & a holiday purchase scheme
• Opportunity for a more flexible approach to start, finish, and lunchtimes to allow you to better manage events outside of work
• Social clubs - whether you’re into your cycling, crafts, or other hobbies, we have a number of groups at Open GI where individuals who enjoy the same pursuits can get together
• Wellbeing – wills at work scheme, employee assistance programme and mental health first aiders

Please note, this is a hybrid position requiring in-office attendance at our Worcester or Winchester location twice a week with frequent travel across the UK to visit customer offices.