Role Purpose

Lead the B2B partnerships and alliances function for the Bonds Distribution business, with responsibility for building, managing and scaling institutional and intermediary distribution channels. The role will focus on acquiring and deepening relationships with Wealth Managers, MFDs, RIAs, Private Banks, NBFCs, FinTechs, Broking Firms, Corporate Treasuries and other financial intermediaries.

The individual will own partnership-led revenue, distribution growth, onboarding of strategic partners and activation of the partner ecosystem.

Key Responsibilities

1. B2B Partnership Development

• Identify and acquire new strategic distribution partners for bonds and fixed-income products.
• Build relationships with wealth management firms, MFD networks, RIAs, brokers, fintech platforms, NBFCs, private banks and corporate treasury teams.
• Develop partnership propositions, commercial models and go-to-market strategies.
• Negotiate commercials, partnership agreements and business terms with key partners.

2. Distribution & Revenue Growth

• Drive B2B bond transaction volumes, AUM and revenue through partner channels.
• Create partner-wise business plans, targets and activation strategies.
• Identify high-potential partners and develop them into significant revenue contributors.
• Drive cross-selling of products across the partner network.

3. Partner Activation

• Own the complete partner lifecycle — prospecting, onboarding, integration, launch, activation and growth.
• Work closely with Product, Technology, Operations, Compliance and Marketing teams to ensure smooth partner onboarding.
• Conduct product training and enablement sessions for partner sales teams.
• Create partner sales kits, product communication and investment propositions.

4. Relationship Management





• Develop strong senior-level relationships with founders, CEOs, business heads and distribution heads of partner organisations.
• Conduct regular business reviews and identify opportunities for deeper engagement.
• Resolve partner escalations and ensure high-quality service delivery.

5. Market Development

• Track bond-market trends, competing platforms, yields, issuances and investor preferences.
• Identify emerging opportunities in retail, HNI, corporate and institutional bond distribution.
• Provide market intelligence and feedback to senior management.

6. Team Leadership

• Manage and mentor B2B Business Development Executives.
• Set individual and team targets, review performance and drive productivity.
• Build a high-performance sales and partnership culture.

Key KPIs

• Number of recent strategic partners onboarded
• Active partners and partner activation rate
• Monthly/quarterly bond distribution volume
• Partner-generated AUM
• Revenue and contribution margin
• Average revenue per active partner
• Partner retention and repeat transactions
• Conversion of prospects to active partners
• Team productivity and target achievement

Desired Profile

• 7–15 years of experience in Bonds, WealthTech, FinTech, Capital Markets, Broking, Wealth Management, NBFC or Financial Services.
• Strong existing network across Brokers , MFDs, RIAs, wealth managers, fintechs or institutional distributors preferred.
• Demonstrated experience in B2B partnerships, channel sales or alliances.
• Strong commercial negotiation and relationship-management skills.
• Understanding of bonds, fixed income, yields, credit ratings and capital-market products is advantageous
• Entrepreneurial mindset with strong ownership of revenue outcomes.

📌 National Head partnership & Alliance (Mumbai)
🏢 Digifinn
📍 Mumbai