Key Account Manager - Strategic Partnerships

1. JOB PURPOSE

A Key Account Manager in the Large Partnerships team at L&T Finance is responsible for driving sales,

managing strategic partnerships, and ensuring seamless business and technical integrations across

government entities, PSUs, and private banks

The role aims to enhance business outcomes by managing key institutional relationships, facilitating both

business and technical integration of products and services, and maximizing growth from large

partnerships across diverse lines of business

2. PRINCIPAL ACCOUNTABILITIES

Major Activities

Functional Responsibilities

Drive business development and integration projects for all types of lending products

with government bodies, PSUs, and private banks through onboarding new partners and

improving existing relationships

Partner and coordinate with large FinTech companies and institutional partners to

distribute financial products, ensuring seamless digital and process integration

Achieve growth targets and improve the productivity of partnerships

Spearhead project management for all new integrations and launches by working closely

with both internal and external stakeholders

• Understand partner and industry-specific terminology;

maintain knowledge about

portfolio management and process flows in lending and financial services

Collaborate with product, technology, and operations teams to design and implement

technical integrations with partner IT systems

Analyse account performance, prepare business reviews, and report outcomes to

internal and external stakeholders regularly

Troubleshoot operational and technical challenges, ensuring high standards of partner

satisfaction and quick issue resolution

Conduct market research to identify new customer journeys and implement industry best

practices in integration and distribution

INTERNAL

Key Skills Required

Account management for large institutional clients

Business development and strategic partnership growth

Technical integration and digital onboarding of partner systems

Contract negotiation and commercial agreement management

Relationship management with government and banking stakeholders

Analytical skills for portfolio performance and productivity tracking

Regulatory compliance and process flow understanding

Project management for cross-functional initiatives

Communication and interpersonal skills

Documentation, presentation, and MS Office proficiency

Problem-solving and operational issue resolution

Market research and opportunity identification

3. DIMENSIONS

Financial Dimensions (if applicable)

Lending / Payments Experience – Fintech / Banks / NBFCs

4. SKILLS AND KNOWLEDGE

(State the minimum acceptable proficiency for this job which best indicates the education and / or experience

requirements of this job and not the incumbent).

Educational Qualifications

MBA from Tier 1 or Tier 2 college

Functional Skills

Relevant and total years of Experience

Overall 3-6 years of experience in account management, relationship management, or partnership

roles in lending or FinTech industries

Strong knowledge of the FinTech ecosystem, sales channels, API integrations and MS tools

Excellent communication, negotiation, and presentation skills, with high proficiency in managing

complex multi-stakeholder relationships which includes senior leadership

Technical acumen to plan and manage digital integrations and troubleshoot related issues

This position plays a crucial role in scaling and integrating L&T Finance’s offerings across major

institutional partners, ensuring business growth and operational excellence