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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.





1. 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.

1. 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.
- Solid 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.

📌 Head Partner Business For a Stock Broking Firm (Mumbai)
🏢 Intellectual Capital HR Consulting
📍 Mumbai