About the Role
This position involves the development and execution of a robust channel partner strategy aimed at driving new customer acquisition and revenue growth. The role requires the identification, onboarding, and management of various channel partners, including referral partners, aggregators, consultants, fintechs, and other strategic business intermediaries. You will be responsible for building a scalable channel ecosystem that can deliver high-quality business referrals and accounts while continuously evaluating market opportunities to expand the partner network and increase market penetration.
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Key Responsibilities
Channel Partner Development & Growth
- Develop and execute the channel partner strategy to drive new customer acquisition and revenue growth.
- Identify, onboard, and manage channel partners, referral partners, aggregators, consultants, fintechs, and other strategic business intermediaries.
- Build a scalable channel ecosystem capable of delivering high-quality business referrals and accounts.
- Continuously evaluate market opportunities and expand the partner network to increase market penetration.
- Establish strong relationships with key stakeholders within partner organizations to drive engagement and performance.
Business Performance & Delivery
- Drive channel-sourced acquisition volumes, liability mobilization, and portfolio growth in line with business objectives.
- Monitor partner performance through defined KPIs, productivity metrics, conversion rates, and portfolio quality indicators.
- Develop incentive programs and engagement initiatives to maximize partner productivity and loyalty.
- Ensure achievement of monthly, quarterly, and annual business targets.
Stakeholder Management
- Act as the primary point of contact for channel partners and maintain strong ongoing engagement.
- Coordinate with Product, Operations, Compliance, Risk, Marketing, and Technology teams to support channel growth initiatives.
- Work closely with acquisition and onboarding teams to improve customer conversion and onboarding turnaround times.
Governance & Risk Management
- Ensure all channel activities comply with regulatory requirements, Bank policies, AML/CFT guidelines, and internal governance standards.
- Monitor portfolio quality and ensure robust controls are maintained across partner-sourced business.
- Conduct regular reviews and due diligence on channel partners to ensure adherence to agreed standards.
Market Intelligence & Strategic Planning
- Track industry trends, competitor activities, and emerging partnership opportunities.
- Recommend strategic initiatives to improve channel effectiveness, customer acquisition, and market share.
- Prepare management reports and business performance updates for senior leadership.
Candidate Profile
Experience
- Minimum 8-10 years of banking, financial services, fintech, or channel sales experience.
- At least 5 years of demonstrated success in managing and growing channel partner businesses.
- Proven track record of establishing new partnerships and delivering significant business growth through indirect sales channels.
- Experience in business banking, SME banking, liability products, account acquisition, or related financial services preferred.
Skills & Competencies
- Strong relationship management and business development capabilities.
- Excellent negotiation, influencing, and stakeholder management skills.
- Strong commercial acumen with a results-oriented mindset.
- Ability to build and execute channel growth strategies.
- Strong analytical, presentation, and reporting skills.
- High level of ownership, accountability, and execution focus.
Key Success Indicators
- Growth in channel partner network.
- Channel-sourced account acquisition and funding volumes.
- Revenue and portfolio growth generated through partners.
- Partner productivity and activation rates.
- Portfolio quality and compliance adherence.
- Customer acquisition cost and conversion efficiency.
Essential Requirement
Candidates must have a proven and demonstrable track record of successfully building, scaling, and managing channel partner businesses, with evidence of consistently delivering growth in acquisition, revenue, and partner productivity through channel-led business models.
