Partnerships Manager

We are looking for a dynamic, result-oriented Digital Lending Partnerships Manager to drive our co-lending and fintech partnership charter. In this role, you will be the bridge between our NBFC and leading FinTech platforms, Neo-banks, and digital marketplaces. You will be responsible for sourcing, structuring, launching, and managing strategic partnerships across Personal Loans (PL) and Business Loans (BL), with a sharp focus on managing risk.

Key Responsibilities

1. Partnership Strategy & Sourcing

• Identify, evaluate, and onboard high-potential FinTech partners, digital aggregators, and platforms to scale our PL and BL books.
• Own the end-to-end partnership lifecycle: from initial pitch and commercial negotiations to legal contracting and product launch.
• Analyze partner ecosystems, customer demographics, and sourcing tech to ensure alignment with our risk appetite.

2. Structuring FLDG & Commercial Frameworks

• Design and structure partnership agreements, specifically managing FLDG (First Loss Default Guarantee) structures within the permissible RBI regulatory frameworks (e.g., up to 5% default guarantee caps).
• Negotiate commercial terms including risk-sharing ratios, revenue sharing (ROI/IRR requirements), processing fees, and settlement cycles.
• Work closely with Internal Risk, Legal, and Compliance teams to draft bulletproof Service Level Agreements (SLAs) and Co-Lending/Escrow agreements.

3. Product & Tech Integration Execution

• Collaborate with the internal product and engineering teams and the partners tech team to oversee API integrations, digital journeys (e.g., e-KYC, e-NACH, loan management systems), and smooth onboarding.
• Co-create tailored credit products (STPL, Unsecured Business Loans, Line of Credit) that match the partners user base while maintaining our underwriting standards.

4. Portfolio Management & Risk Monitoring

• Monitor daily, weekly, and monthly portfolio performance metrics (Disbursals, Bounce Rates, NPA, Delinquency buckets, Collection efficiencies).
• Conduct regular reviews of the FLDG pools, ensuring top-ups are executed by partners on time if thresholds are breached.
• Act as the primary relationship node, solving daily operational bottlenecks, reconciliation issues, and customer escalation workflows.

Key Requirements & Qualifications

• Experience: 2 to 6 years of total experience, with a minimum of 2–3 years explicitly managing FinTech/Digital Lending partnerships at a scaled NBFC, Bank, or high-growth FinTech.
• Product Knowledge: Deep understanding of Unsecured Personal Loans (PL) and Business Loans/MSME Lending (BL) products.
• Regulatory Sharpness: Robust, up-to-date knowledge of RBI Digital Lending Guidelines (DLG), structural mandates regarding FLDG, escrow accounts, direct disbursements, and data privacy.
• Analytical Ability: Strong comfort with numbers — ability to analyze portfolio vintage, credit loss models, and negotiate IRR/yield calculations effortlessly.
• Education: MBA from a premier institute or a graduate degree in Finance, Economics, or Engineering preferred.