Director - Business Development & Strategic Partnerships

Location: Mumbai (primary) · Frequent travel across India & globally

Function: Growth & Partnerships (IMC Group)

Reports to: Head of Growth / Managing Partner

Travel: ~30–40% (conferences, delegations, partner reviews)

Role Purpose

Build, scale, and systematize IMC’s partnership ecosystem—IPAs/EDBs, chambers of commerce, professional firms (tax/law/accounting), wealth managers, and VC/PE networks—across India, Dubai, and Singapore, and key global hubs. Convert relationships into a predictable referral-driven pipeline and revenue while elevating IMC’s visibility via conferences, trade delegations, roadshows, and co-marketing.

Key Responsibilities

1) Partnership Development & Governance

Identify, onboard, and manage high-value partners (IPAs/EDBs, chambers, professional & wealth firms, VC/PE).

Draft and maintain relationship charters/MoUs (non-commission referral frameworks by default; exceptions only if specifically requested and pre-approved).

Run a partner operating rhythm: quarterly reviews, joint plans, and scorecards.

2) Referral Engine & Pipeline

Build a structured referral program (playbooks, intake forms, SLAs, CRM tracking & attribution).

Run monthly partner-pipeline clinics with BD/Service teams to move warm intros to qualified opportunities.

Ensure clean CRM data: source, stage, value, close dates, and attribution.

3) Visibility, Events & Delegations (India & Global)

Plan and execute participation in global conferences, trade delegations, roadshows, forums (speaker slots, booths, hosted roundtables).

Deliver co-branded content (webinars, whitepapers, case studies) with strategic partners.

Track event ROI (cost → meetings → SQOs → revenue).

4) Corridor Ownership: India ↔ Dubai ↔ Singapore

Build corridor-specific partner maps and opportunity theses (GCC setup, global mobility, corporate services, compliance, tax).

Run multi-country campaign calendars with IPAs/chambers for sustained brand presence.

5) Internal Enablement

Create partner battlecards and a weekly partner digest for sales/consulting teams.

Train teams on intro flows, qualification, and handoffs.

Maintain partner satisfaction (NPS-style feedback, issue logs, action plans).

Candidate Profile

8-10 years in partnerships/alliances/B2B growth (professional services preferred).

Proven partner-sourced pipeline & revenue impact.

Exposure to India, Dubai, Singapore corridors; comfort engaging senior public- and private-sector stakeholders.

Hands-on with CRM (Zoho/Salesforce/HubSpot), event ROI, proposal coordination.

Frequent domestic & international travel readiness.