SM - BD & Alliances - Loan Against Securities

Job Purpose:

Lead the sourcing of new partners & alliances for Loans Against Security business (Loan against shares, mutual funds, bonds), drive end-to-end process of onboarding Mutual Fund Distributors (MFDs), Wealth Management firms, Stockbrokers, and Wealth-tech platforms to integrate credit solutions into their existing client offerings.

Understand customer journeys, funnels and drive improvement in conversions while managing the required audits & compliance of all the partners and maintaining the organizational goals on profitability and growth.

Key Accountabilities:

Partner Onboarding & Management

• Partner Onboarding: Actively lead, identify, pitch, and onboard high-potential partners (MFDs, RIAs, and FinTechs) to expand the distribution network for LAS. Prepare business plan and forecasts for identified partners and complete the onboarding by completing the due diligence, closing commercials & legal agreements.
• Channel Management: Drive the B2B2C funnel by enabling partners to offer instant liquidity solutions to their end customers against financial assets like Shares, Mutual Funds, and Bonds.
• Product Integration: Facilitate the adoption of embedded credit infrastructure and digital lending journeys within partner platforms.
• Sales Execution: Take ownership of disbursement targets and AUM growth for the LAS product line.
• Partner Enablement: Conduct product training and provide marketing support to partner teams to ensure high engagement and active sourcing.

Market Intelligence: Monitor industry trends regarding LTV (Loan-to-Value), interest rates, and competitor offerings to maintain a competitive edge.

Skills & Knowledge:

1. Qualifications

• Minimum Qualification required: Masters
• Qualifications preferred: MBA (finance) or equivalent, with market knowledge

1. Work Experience

• Minimum years of experience: 5-8 years
• Product Expertise: Strong functional knowledge of Loan Against Securities (LAS – which included loans against shares, mutual funds, bonds), including the mechanics of lien-marking, valuation of securities, and capital market operations.
• Network: An established network within the Wealth Management, MFD, or Stockbroking community is highly preferred.
• Technical Familiarity: Understanding of digital lending ecosystems, including API integrations, e-KYC, and automated disbursement workflows.
• Communication: Proven ability to manage senior stakeholder relationships and negotiate complex partnership agreements
• Industry Related experience: approx. 4-6 years (min.); Prior experience of managing partnerships/alliances in a consumer LAS setup.
• Other skills:
• Strong written and oral communication skills
• Strong expertise in MS Excel, Word and PowerPoint
• Customer Service approach
• Ability to handle multiple priorities and conflicting deadlines
• Strong Influencing skills
• Solution based mindset