Experience: 12–15 years
About the Role
We are seeking a seasoned Director of Analyst Relations & Go-To-Market strategies with deep expertise in the P&C insurance ecosystem. This role combines strategic analyst engagement, ABM leadership, and sales enablement to strengthen Xceedance’ s market position, amplify brand awareness, and directly enable revenue growth.
The ideal candidate will have proven success working with analyst firms such as Celent, ISG, Avasant, Everest Group, Forrester, and Gartner, while deeply understanding the dynamics of insurers, reinsurers, brokers, and InsurTech players. This role will directly influence market perception, competitive positioning, and the effectiveness of our GTM strategies
Key Responsibilities
1. Analyst Relations
Strategic Engagement: Build and nurture trusted relationships with key analysts through structured engagement programs, ongoing briefings, and roadmap sharing.
• Market Influence: Drive participation in analyst evaluations, rankings, and reports to elevate the visibility and credibility for Xceedance.
• Insight Generation: Translate analyst perspectives on trends, competitors, and customer priorities into actionable recommendations for leadership, sales, and product teams.
• Executive Visibility: Prepare leadership for analyst interactions with strong messaging, briefing documents, and follow-up execution.
• Internal Evangelism: Deliver regular updates to senior stakeholders on analyst perceptions, opportunities, and risks.
2. Go-To-Market Strategy
ABM Leadership: Develop and execute Account-Based Marketing programs targeting high-value insurers, reinsurers, and brokers.
• Sales Enablement: Create and manage analyst-backed sales tools (competitive battlecards, win-loss insights, playbooks, pitch decks).
• Positioning & Messaging: Refine differentiated value propositions informed by analyst insights and competitive research.
• Cross-Functional Alignment: Partner with sales, solutions, and product leaders to ensure GTM campaigns align with business growth priorities.
3. Marketing Campaigns & Thought Leadership
Content Strategy: Oversee the development of analyst-informed content (whitepapers, case studies, executive briefs, webinars) that reinforces credibility.
• Joint Programs: Drive co-branded initiatives with analysts (sponsored reports, roundtables, events) to amplify reach.
• Industry Presence: Ensure strong representation at key analyst and industry events through sponsorships, speaking opportunities, and media engagement.
4. Performance Measurement & Optimization
KPIs: Define and track success metrics across analyst engagement, ABM campaigns, and sales enablement adoption.
• MarTech & Analytics: Leverage CRM, ABM, and analytics platforms (Salesforce, HubSpot/Marketo, Tableau/Power BI) to measure ROI and optimize campaigns.
• Continuous Improvement: Implement feedback loops from sales and analysts to refine strategies.
Qualifications
Experience & Expertise
12–15 years of progressive experience in B2B marketing, analyst relations, and GTM strategy, with at least 7+ years focused on the insurance or InsurTech sector.
• Proven track record of influencing analyst perception and securing favorable positioning in evaluations (e.g., Magic Quadrant, PEAK Matrix, Wave).
• Strong background in ABM execution and sales enablement for enterprise accounts.
• Deep understanding of the P&C insurance value chain — including carriers, MGAs, reinsurers, brokers, and InsurTech disruptors.
• Proficiency with CRM and ABM platforms (Salesforce, Marketo, HubSpot, Demandbase, 6sense) and analytics tools.
Skills & Attributes
Strategic Communicator: Exceptional ability to craft narratives that resonate with analysts, executives, and C-suite buyers.
• Relationship-Builder: Trusted advisor who develops long-term partnerships with analysts and internal stakeholders.
• Cross-Functional Leader: Collaborative leader comfortable influencing across sales, product, and executive teams.
• Data-Driven Marketer: Skilled in performance measurement, with a bias for continuous optimization.
• Domain Credibility: Ability to engage confidently with insurance executives and analysts on industry-specific trends, challenges, and innovations.
