To identify, develop, structure, negotiate and scale strategic partnerships with technology platforms, fintechs, payment aggregators and ecosystem partners serving Kotak's priority TASC segments, with the objective of creating new institutional banking relationships and deepening existing customer relationships.
Priority Segments - Education | Healthcare | Retiral | Religious Institutions | Housing Societies
ResponsibilitiesIdentify and map potential ecosystem partners across priority TASC segments.
Build and manage a structured partnership pipeline from identification through closure and activation.
Originate new partnership opportunities through market engagement, networking and proactive business development.
Develop partner-specific value propositions aligned to Kotak's banking proposition and the partner's customer ecosystem.
Engage founders, CEOs, CXOs, business heads and partnership leaders to develop strategic relationships.
Lead commercial discussions and negotiate partnership economics, service structures and business commitments.
Evaluate partner attractiveness, customer reach, product strength, technology capability and the underlying banking opportunity.
Develop scalable ecosystem-led customer acquisition models across referral, ecosystem distribution and connected-banking constructs.
Work closely with Product, Technology, Operations, Legal, Compliance, ORM, InfoSec and other internal stakeholders to take partnerships from proposition to execution.
Drive partner activation, pilots, launch plans and ongoing business performance.
Track partner-driven customer acquisition, deposits, transaction banking, customer engagement and overall return on partnership investment.
Identify under-performing partnerships and develop corrective action plans or exit recommendations.
Track market developments, competitor activity and emerging fintech / technology platforms relevant to TASC.
Required Experience
5–12 years of experience in business development, enterprise sales, strategic alliances, ecosystem partnerships, fintech, SaaS, payments, technology platforms or related businesses.
Demonstrated experience in originating and converting business opportunities.
Experience dealing with senior stakeholders and commercial decision-makers.
Demonstrated commercial negotiation experience.
Experience in B2B or B2B2C business models will be an advantage.
Exposure to technology-enabled businesses, platforms, APIs or digital ecosystems will be an advantage.
Preferred Background
Banking – Government & TASC Segment
Fintech / Payments / Payment Aggregators Alliances/BD
B2B SaaS / ERP / Enterprise Technology Sales
Strategic Alliances / Ecosystem Businesses
Key Competencies
Strong business development and opportunity origination capability.
Strong commercial and negotiation skills.
Excellent problem-solving and judgement.
Ability to operate effectively in ambiguous and evolving environments.
Strong ownership and execution orientation.
Ability to build relationships with senior decision-makers.
Ability to understand business models and partner economics.
Ability to work across business and technology stakeholders.
Strong communication and presentation skills.
High learning agility.
Success Measures
Quality and scale of qualified partnership pipeline.
New strategic partnerships originated and closed.
Institutional banking relationships acquired through partnerships.
Deposits / CASA and transaction banking generated through partnerships.
Partner activation and productivity.
Economics and return on partnership investment.
Speed from partnership agreement to measurable business outcomes.
Growth of high-performing ecosystem relationships.
Education:
- MBA / PGDM / equivalent qualification preferred. Candidates with strong relevant experience and demonstrable commercial achievements may also be considered irrespective of educational specialization.
Role Positioning
- This is a business-facing partnerships role at the intersection of banking, technology, fintech and institutional customer acquisition. The role is expected to combine business development, commercial structuring, partner management and solution-oriented thinking rather than conventional account management.
