We are hiring a senior Partnerships leader to originate and close institutional arrangements with Banks, NBFCs, Fintech lenders and Asset Reconstruction Companies. The role carries full ownership of the partnership function — from identifying the right institutions and the right entry point, through commercial structuring and internal approval navigation, to signed mandates and live portfolios.

This is a founding individual contributor role. There is no team to manage and none is planned in the near term; the mandate is to personally originate, structure and close. The person in this seat is not selling an established product into a familiar procurement category — they are creating a recent form of institutional arrangement, which requires equal parts commercial origination, deal structuring, and patient navigation across Collections, Legal, Risk, Compliance, Finance and Operations.

Detail on the business model, product and commercial construct will be shared with shortlisted candidates under confidentiality.

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Key Responsibilities

Origination and closure

- Own the end-to-end partnership cycle: institution targeting, first engagement, commercial structuring, pilot design, approval navigation and signed mandate.
- Build and maintain a qualified pipeline across private Banks, NBFCs, Fintech lenders, ARCs and public sector Banks, sequenced by each segment's decision velocity.
- Convert initial pilots into scaled arrangements through expanded portfolio scope and extended commercial terms.

Commercial structuring

- Negotiate commercial constructs benchmarked against the institution's realistic alternatives — existing agency arrangements, legal and recovery spend, and portfolio sale economics.
- Define pilot parameters: portfolio scope, eligibility criteria, service levels, timelines and reporting cadence.
- Work with internal and client-side Finance and Operations teams to ensure arrangements are clean on invoicing, reconciliation and documentation from the first transaction.

Institutional approval navigation

- Map the full decision chain within each institution — Collections, Recovery, Legal, Risk, Compliance, Operations, Finance, Vendor Management and the relevant CXO — and build the internal case each function requires.
- Anticipate and address questions relating to outsourcing frameworks, borrower conduct, data protection and audit, preparing defensible positions with internal counsel in advance of them being raised.




- Produce committee-ready material: commercial cases, risk notes, pilot outcomes and audit documentation.

Relationship ownership

- Own institutional relationships post-signature: performance reviews, service-level adherence, commercial reviews and expansion planning.
- Channel institutional feedback into product and operations priorities.
- Act as the primary escalation point for partner institutions on commercial and operational matters.

Governance

- Maintain structured pipeline tracking, forecasting and MIS across mandates, portfolios activated and volumes delivered.
- Represent the company at industry forums, lender conferences and relevant professional gatherings.

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Market and Domain Expertise The role requires genuine working knowledge of how retail lenders manage accounts in default: NPA classification and provisioning, write-off practice, delegation and approval frameworks for compromise settlements, agency allocation and commission structures, legal and arbitration routes, Lok Adalat and conciliation mechanisms, and portfolio sale to ARCs.

Portfolio familiarity should span Credit Cards, Personal Loans, Business Loans, Consumer Durable and Two-Wheeler lending, and digital and BNPL lending.

Working familiarity with RBI's framework on compromise settlements, and with outsourcing and recovery-agent conduct requirements, is essential. In this role compliance is not a downstream approval to be managed — it forms part of how the arrangement is positioned from the first meeting.

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What Makes This Role Different

Candidates should read this section carefully before applying.

- There is no existing budget line. Most conversations begin by establishing why the arrangement should exist at all. Comfort with ambiguity and long first cycles is essential.
- The commercial case is made against inaction. The comparison is what the institution recovers today from portfolios it has largely written down — not what a competing vendor charges.
- Confidentiality constraints shape every arrangement.



Institutions will not disclose certain internal parameters and should not be asked to. Structures must be designed so that sensitive decisioning remains entirely within the institution.
- Institutional trust is the asset. Everything about how the company operates is designed to make regulated institutions comfortable. Anyone inclined to win mandates by overstating capability will create problems this business cannot absorb.
- You will be the function. No team, no established playbook, no inherited pipeline. The playbook is what you will write.

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Experience and Qualifications

- 10–18 years in enterprise or institutional business development, partnerships or alliances within Banks, NBFCs, Fintech lenders, ARCs, collections agencies, legal recovery firms, credit bureaus, or enterprise technology serving financial services.
- Demonstrated success signing structured commercial arrangements with regulated financial institutions — mandates, empanelments or strategic partnerships — as distinct from transactional product sales.
- Direct experience within or adjacent to collections, recovery or debt resolution strongly preferred. Candidates who have sat on the institutional side of such decisions are of particular interest.
- An established senior network across the lending ecosystem — Collections Heads, Recovery Heads, Chief Risk Officers, Heads of Legal, Vendor Management — is a material advantage.
- Experience with pilot-led enterprise adoption, where early performance determines commercial expansion.
- Graduate degree required; MBA or equivalent preferred.

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Key Competencies

- Structuring ability — designing arrangements that satisfy commercial, compliance and operational requirements simultaneously.
- Institutional navigation — building consensus across functions with competing incentives, and identifying whose objection actually determines the outcome.
- Regulatory fluency — discussing outsourcing, conduct and data protection credibly, and using compliance as a route to approval rather than treating it as an obstacle.
- Commercial judgement — knowing which opportunities to pursue, which pilots to accept, and when an arrangement should be declined.
- Candour — representing capability accurately, including its current limits.
- Independent execution — sustained self-directed operation without team support or an established process.

📌 Strategic Partnerships (Mumbai)
🏢 Medius AI
📍 Mumbai