Senior Partnership Manager- Digital Lending

ROLE SUMMARY

The Senior Partnership Manager is responsible for building and scaling strategic sourcing partnerships for the unsecured Business Loan and Personal Loan businesses of Muthoot FinCorp ONE. The role will identify, evaluate, negotiate, onboard and activate partners that can generate quality loan originations and contribute to the business ambition of building 600 crore in AUM over the next six months. The role requires strong commercial ownership, execution discipline and close coordination with internal teams to deliver scalable, profitable and risk-aligned growth.

Key Responsibilities

Partnership Pipeline Development

• Identify and build a qualified pipeline of potential partners across fintech, digital commerce, payments, merchant ecosystems, lending marketplaces and relevant distribution networks.
• Source opportunities with access to MSMEs, merchants, self-employed individuals and salaried customers for unsecured Business Loans and Personal Loans.
• Identify and prioritise high-potential market segments, digital platforms, fintech ecosystems and distribution channels to accelerate business penetration.
• Maintain a structured funnel covering prospecting, qualification, commercial evaluation, negotiations, onboarding and expected go-live dates.
• Build a balanced pipeline of strategic partnerships and high-conversion sourcing partners to support the six-month AUM ambition.

• Strategic Partnerships & Commercials

• Own and drive the overall partnership-led growth strategy for the Digital MSME Lending business, with accountability for sourcing, disbursement, AUM growth, partner productivity and portfolio contribution.
• Develop and execute short-term and long-term partnership strategies aligned with the business vision, annual operating plan and overall growth objectives.
• Identify new business opportunities, emerging distribution channels and strategic alliances to expand the organisation's reach across MSMEs, merchants, self-employed individuals and other target customer segments.
• Build relationships with founders, business heads and partnership decision-makers at prospective partner organizations.
• Negotiate sourcing fees, revenue shares, customer acquisition costs and other commercials to ensure sustainable unit economics.
• Evaluate partners on customer reach, lead quality, expected volumes, conversion potential, operational readiness and scalability.
• Structure referral, lead-generation and distribution models in line with business strategy, internal policy and applicable regulatory requirements.

Partner Onboarding & Activation

• Drive end-to-end onboarding in coordination with Product, Technology, Credit, Risk, Operations, Legal and Compliance teams.
• Drive optimisation of partner acquisition costs, conversion ratios and contribution margins to ensure sustainable and profitable business growth.
• Coordinate due diligence, agreements, integration, process design and launch milestones to ensure timely go-live.
• Own partner activation after signing and resolve bottlenecks that prevent partners from generating actual business.
• Monitor lead-to-login, login-to-sanction and sanction-to-disbursement conversion; implement actions to improve productivity.

AUM Growth, Quality & Governance

• Drive partner-led business growth with accountability for sourcing volumes, login, sanction, disbursement, AUM and revenue contribution.
• Build and execute a six-month partnership roadmap aligned with the 300-500 crore AUM ambition for unsecured BL and PL.
• Track partner-wise sourcing, disbursements, outstanding AUM, repeat business, acquisition cost and forecast versus actual performance.
• Work with Credit, Risk and Collections teams to monitor early delinquency, fraud indicators, bounce rates and portfolio quality.
• Ensure partner due diligence, customer consent, KYC/AML, data privacy, digital lending and other applicable compliance requirements.
• Provide regular pipeline, performance and forecast reviews to management, including expected business for the next 30, 60 and 90 days.

EDUCATION / EXPERIENCE

Minimum Qualification:

Graduate / Postgraduate in Business, Finance, Economics, Marketing or a related discipline.

• Nature of Experience:

Typically, 810 years of experience in partnerships, alliances, business development or distribution within fintech, digital lending, banking, NBFC or financial services.

• Demonstrated track record of building and activating sourcing partnerships for unsecured Business Loans, Personal Loans or related lending products, with measurable business outcomes.
• Strong commercial negotiation, stakeholder management and analytical skills; experience with digital lending funnels, partner economics, portfolio metrics and regulatory requirements is preferred.