Position - Manager (Partnerships - BFSI)

Experience - 5–10 years (post-qualification for CA/CS candidates) Location - Mumbai, Maharashtra

The Executive/Manager (Partnerships – BFSI), Mumbai will drive stakeholder engagement, partner onboarding, and ecosystem expansion for DigiLocker with a primary focus on banks, insurance companies, NBFCs, fintechs, regulators, and market institutions headquartered or operating from Mumbai and Maharashtra. The role will closely coordinate with the DigiLocker core team and Maharashtra State e-Mission Team (SeMT) to accelerate adoption, enable new use cases, and support regulatory and policy-linked initiatives in the financial sector.

Key Responsibilities

Partnership Development & Onboarding – BFSI Focus

Identify, engage, and onboard BFSI entities (banks, insurance companies, NBFCs, fintechs, payment entities) as DigiLocker issuers, requesters, and integrators.
Facilitate API integrations for DigiLocker-based use cases such as digital KYC, account opening, loan processing, policy issuance, and claims settlement, in coordination with technical teams.
Expand DigiLocker usage into additional BFSI products and services, including new lines of business, customer journeys, and digital channels.
Regulator & Market Institution Engagement.Liaise with key regulators and market infrastructure (e.g., RBI, SEBI, IRDAI, NPCI, stock exchanges, depositories) on DigiLocker-related use cases and policy/compliance aspects.
Support consultations and pilots where DigiLocker is used for regulatory submissions, compliant digital KYC, and paperless document workflows.
Organize and participate in meetings, workshops, and demonstrations with regulators and industry bodies to promote DigiLocker adoption.

Regulator & Market Institution Engagement

Liaise with key regulators and market infrastructure (e.g., RBI, SEBI, IRDAI, NPCI, stock exchanges, depositories) on DigiLocker-related use cases and policy/compliance aspects.
Support consultations and pilots where DigiLocker is used for regulatory submissions, compliant digital KYC, and paperless document workflows.
Organize and participate in meetings, workshops, and demonstrations with regulators and industry bodies to promote DigiLocker adoption.

Regional Growth & Ecosystem Strategy – Mumbai & Maharashtra

Develop and implement a regional strategy for scaling DigiLocker adoption across BFSI institutions and relevant state-level initiatives.
Identify high-priority partners (top banks, insurers, NBFCs, fintech's) for deeper penetration and higher transaction volumes on DigiLocker.
Coordinate with Maharashtra SeMT and state departments for DigiLocker integration into state schemes and citizen service delivery.

Pre-Sales, Solutioning & Integration Support

Act as the primary business and pre-sales interface for Mumbai-based partners, including requirement gathering, solution mapping, and preparation of customized
proposals.Prepare functional presentations, solution documents, concept notes, and integration proposals for DigiLocker in BFSI-specific
contexts.Work with product and technical teams to define DigiLocker API workflows, integration architectures, and technical feasibility for BFSI processes.

Coordination, Monitoring & Reporting

Maintain an updated pipeline of Mumbai/Maharashtra BFSI prospects, active engagements, onboarded partners, and integration status.
Prepare weekly/monthly reports, dashboards, and MIS updates capturing partner meetings, integrations, adoption metrics, and key risks for senior leadership.
Coordinate with DigiLocker core team in Delhi and Maharashtra SeMT for joint outreach, events, issue resolution, and ecosystem-building activities.

Required Skills & Educational Qualifications

Bachelor's degree in engineering, IT, business, finance, or related field; MBA or postgraduate degree in finance/management preferred.
Professional qualification as Chartered Accountant (CA) or Company Secretary (CS) from recognized Indian institutes (ICAI/ICSI) is highly desirable and will be given preference for candidates with strong BFSI domain expertise.

Experience Requirements

5–10 years of post-qualification experience in business development, partnerships, government advisory, consulting (especially Big 4 or national firms), or stakeholder management roles.
Mandatory prior exposure to BFSI sector – banking, insurance, NBFCs, fintech, payment systems, capital markets, or digital public infrastructure.
Proven experience working with or within BFSI institutions on areas such as compliance, risk, audit, treasury operations, corporate governance, digital transformation, or regulatory reporting.
Experience in liaising with financial sector regulators (RBI, SEBI, IRDAI, PFRDA, NPCI) on compliance,policy frameworks, or digital adoption initiatives is a strong advantage.

Domain Knowledge & Skills

Strong understanding of Indian financial sector regulations, including RBI guidelines, Companies Act provisions applicable to financial entities, SEBI and IRDAI compliance frameworks, and KYC/AML norms.
In-depth knowledge of BFSI operations – digital KYC, customer onboarding, account opening, loan origination, underwriting, policy issuance, claims processing, and regulatory submissions.
Familiarity with core banking systems, insurance platforms, lending management systems, payment gateways, and digital document verification workflows.
Technical understanding of digital platforms, APIs, SaaS, cloud services, and e governance ecosystems;ability to grasp DigiLocker integration architecture and technical feasibility discussions.

For CA/CS candidates: Demonstrated expertise in interpreting financial statements, analyzing risk and compliance frameworks, board-level reporting, internal controls, and audit processes within BFSI context.

Stakeholder Management & Communication

Demonstrated ability to engage with and influence senior stakeholders – CXOs, heads of digital/IT, compliance heads, and board-level executives in banks, insurance companies, NBFCs, fintechs, and regulators.
Excellent verbal and written communication, presentation, negotiation, and documentation skills.
Capability to work with cross-functional teams (product, technical, legal, policy) and geographically distributed stakeholders.
Proven track record of managing multiple parallel engagements, driving partner onboarding cycles, and achieving measurable business outcomes.

Other Competencies:

Ability to work independently in a regional office environment with minimal supervision, take ownership of the Mumbai/Maharashtra BFSI vertical, and deliver results.
Willingness to travel extensively within Mumbai and Maharashtra for partner meetings, regulator engagements, and field visits.
Strong problem-solving, analytical, and strategic thinking skills with a solution-oriented mindset.

Preferred Experience

Prior consulting or advisory experience with Big 4 firms (Deloitte, EY, PwC, KPMG) or national consulting practices, specifically on BFSI digital transformation, regulatory compliance, or process optimization projects.
Hands-on involvement in implementing or overseeing governance frameworks, internal controls, audits, or risk management within banks, NBFCs, insurance companies, or fintechs.
Experience working with government or public sector undertakings on digital initiatives, e-governance platforms, or Digital India/DPI-related projects.
Familiarity with DigiLocker, Aadhaar-based eKYC, eSign, UPI, NPCI infrastructure, or other digital public goods and their application in BFSI sector.
Prior role as a relationship manager, partnership manager, or business development manager with direct P&L or revenue accountability in BFSI domain.

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