Head Partner Business For a Stock Broking Firm

Job Description Head / Manager – Partner Business

Experience

10–15 Years of relevant experience in Partner Business, Channel Sales, Distribution, Broking, Wealth Management, Financial Services or allied BFSI businesses.

Role Overview

The Head – Partner Business will be responsible for building, scaling and managing the organisation’s partner distribution ecosystem. The role will own the end-to-end partner business strategy, including partner acquisition, onboarding, activation, productivity, engagement, revenue generation and geographic expansion.

The incumbent will be expected to identify high-potential partner markets, build scalable acquisition channels, develop a compelling partner proposition and establish a high-performance partner network that contributes significantly to the organisation’s overall business growth.

Key Responsibilities

1. Partner Business Strategy & Network Development

• Develop and execute the overall strategy for building and scaling the organisation’s partner network.
• Define the partner business model, target segments and growth priorities.
• Identify high-potential partner markets across geographies and customer segments.
• Develop a structured roadmap for partner acquisition, activation and expansion.
• Establish partner acquisition targets by geography, segment and business potential.

2. Partner Acquisition & Onboarding

• Build multiple partner acquisition channels and continuously expand the partner pipeline.
• Identify, evaluate and onboard high-quality partners aligned with the organisation’s business objectives.
• Develop partner acquisition pitches, sales propositions and supporting collateral.
• Build and manage a robust partner acquisition funnel from prospecting to conversion.
• Establish a systematic partner onboarding process to ensure faster activation and time-to-revenue.
• Develop referral and partner-led acquisition programmes to generate incremental business.

3. Partner Proposition – Commercial

• Design and continuously enhance the commercial proposition for partners.
• Develop competitive revenue-sharing / brokerage-sharing models and incentive structures.
• Create performance-linked incentives to drive partner acquisition, activation and productivity.
• Benchmark partner commercials and incentive structures against the competitive landscape.
• Ensure the partner proposition remains attractive, sustainable and commercially viable.

4. Partner Proposition – Technology & Enablement

• Work closely with Product, Technology and Operations teams to develop a seamless partner experience.
• Drive implementation and enhancement of partner dashboards and digital interfaces.
• Establish efficient partner onboarding and documentation processes.
• Enable effective lead management, lead tracking and business conversion mechanisms.
• Develop business analytics and MIS dashboards to provide partners with visibility on their performance, leads, revenue and business opportunities.
• Identify technology interventions that improve partner productivity and engagement.

5. Partner Productivity & Activation

• Develop and execute programmes to improve partner activation and productivity.
• Track partner-wise business performance, conversion ratios, revenue contribution and activity levels.
• Identify dormant / low-productivity partners and implement structured activation plans.
• Develop training, sales enablement and engagement programmes for partners.
• Create partner segmentation and differentiated engagement strategies based on potential and performance.
• Establish KPIs and productivity benchmarks for the partner network.

6. Revenue & Business Ownership

• Own the overall Partner Business P&L / revenue objectives, as applicable.
• Drive business volumes, revenue and profitability through the partner network.
• Establish business targets and performance metrics for partner acquisition and productivity.
• Monitor partner-wise and geography-wise revenue performance.
• Identify opportunities for cross-sell, up-sell and deeper wallet penetration through partners.
• Develop corrective action plans to ensure achievement of business targets.

7. Geographic Expansion

• Identify new cities, regions and markets with high partner and business potential.
• Develop market-entry strategies for new geographies.
• Build local partner ecosystems to accelerate market penetration.
• Prioritise expansion based on market size, partner availability, revenue potential and competitive intensity.
• Drive geographic diversification of the partner network.

8. Partner Relationship & Governance

• Build strong, long-term relationships with key strategic partners.
• Develop partner engagement and retention strategies.
• Establish governance mechanisms, review structures and performance management frameworks.
• Resolve partner issues by coordinating with internal stakeholders across Sales, Operations, Technology, Product, Compliance and Finance.
• Ensure adherence to organisational policies, regulatory requirements and partner governance standards.

Key Performance Indicators (KPIs)

• Partner acquisition and onboarding
• Active partner ratio
• Partner productivity and activation
• Revenue / business generated through partners
• Partner-wise revenue contribution
• Partner conversion ratio
• Partner retention and engagement
• Revenue per active partner
• Geographic expansion and market penetration
• Cost of partner acquisition
• ROI on partner programmes and incentives

Ideal Candidate Profile

• 10–15 years of experience in Partner / Channel Business, Broking, Wealth Management, Financial Services, Distribution or BFSI.
• Proven track record of building and scaling partner / channel networks.
• Strong understanding of partner-led distribution and revenue-sharing models.
• Experience in partner acquisition, onboarding, activation and productivity management.
• Strong commercial orientation with demonstrated business / revenue ownership.
• Ability to identify new markets and build scalable distribution channels.
• Strong stakeholder management skills with the ability to work cross-functionally with Technology, Product, Operations and Business teams.
• Strong analytical, negotiation and relationship-management skills.
• Entrepreneurial mindset with a strong bias towards execution and growth.