Relationship Manager - Mutual Funds Sales

Qualification: MSc IT or MCA or BMS with MBA in Sales/Marketing

Experience: 6+ years of enterprise sales experience in BFSI technology / SaaS / fintech / lending tech sales.

Role Overview

We are looking for a Senior BDM - Enterprise Sales with deep experience in BFSI (Specifically Lending) who has independently driven mid-to-large ticket technology deals from prospecting to closure, while also growing and managing strategic enterprise accounts.

Products To Be Sold

Loan Origination System (LOS) - goOriginate (https://credility.in/goOriginate) and its modules.

Key Requirements

Proven track record of:

● Independently closing enterprise BFSI deals

● Handling long sales cycles (3-9-12 months)

● Selling Fintech or Lending Tech Product/ Solution Skill Set

● Added advantage if sold Loan origination system or Onboarding system or CRM.

● Driving revenue expansion through new business logos, cross-sell and up-sell.

● Building long-term CXO relationships within enterprise accounts

● Enterprise solution selling & consultative sales

● Key Account Management & relationship expansion

● Account mining and revenue expansion strategies

● Strong negotiation & commercial acumen

● Stakeholder & objection management and Strong gap analysis

● Lending domain understanding

● CRM discipline & forecasting accuracy

● Strong executive communication & presentation skills

Roles and responsibilities

1. Deal Ownership & Closures

● Own end-to-end enterprise sales cycle: discovery → solutioning → demos → commercials → negotiation → closure (will be supported by Business Head).

● Close mid-to-large ticket deals (Avg. 1 Cr p.a or 4 Crs for 3 Yrs to 5 Yrs TCV deal size ).

● Understand lending workflows.

● Create account penetration strategies for targeted HFCs and NBFCs to get New business logo or Upsell/ Cross sell.

● Build a strong pipeline through outbound prospecting, strategic networking events, referrals, and inbound opportunities.

● Engage CXOs and senior stakeholders across Lending functions (Business, IT & Management).

● Position value-based selling around ROI, operational efficiency, compliance, and scalability.

2. Pipeline Generation & Forecasting

● Maintain accurate sales forecasting, deal stage hygiene, and CRM updates.

● Consistently deliver quarterly and annual TCV targets.

● Track account growth metrics, new logo, renewal forecasts, and expansion pipeline

3. Commercials, Negotiation & Contracting

● Lead pricing discussions, discounting logic, and value justification.

● Close commercial negotiation while protecting margin and long-term account value.

● Drive enterprise deals to final stages negotiating multi-year legal contracts.

Position: Corporate Sales Manager –

Mutual Fund Role Overview The role involves engaging with Corporate, HNI, UHNI and Retail clients to provide customized investment advisory solutions, manage key relationships, and drive business growth.

Depending on experience, the incumbent will be responsible for one or more activities related to client acquisition, surplus management, financial advisory, relationship development, and marketing of investment products.

This position requires strong client-facing abilities, strong understanding of financial products, and the capability to deliver high-quality, insights-led advisory services.

Key Responsibilities

● Understand client requirements and recommend investment products aligned with financial objectives and risk profile.

● Advise Corporate, HNI, and Retail clients on surplus fund management and portfolio suitability.

● Stay updated on financial markets, economic conditions, and investment product offerings.

● Meet corporate clients (primarily Treasury, Finance & Accounts teams), HNIs, and retail prospects to introduce SPA’s wealth and advisory services.

● Generate business leads, evaluate enquiries, and propose effective investment solutions.

● Identify and develop relationships with strategic partners to expand outreach and opportunities.

● Manage client relationships end-to-end, ensuring proactive engagement and personalized service.

● Retain and expand the existing client base through structured follow-ups and consistent value delivery.

● Ensure timely resolution of post-sales service issues and continuously explore cross sell/up-sell opportunities.

● Work closely with internal research, product, and marketing teams to develop relevant investment ideas and marketing collateral.

● Enhance SPA’s visibility and recall as a preferred wealth advisor among Asset Management Companies and Clients.

● Maintain professional conduct and ensure high service quality to meet and exceed client expectations.

Skills & Experience

● Minimum 8 years of experience in sourcing and managing HNI clients in wealth management or related financial services.

● Strong understanding of Equity and Debt Capital Markets, mutual funds, insurance, and structured investment solutions.

● Familiarity with global markets and international investment products will be an added advantage.

● High level of comfort with technology platforms, digital tools, CRM systems, and AI assisted advisory workflows.

● Excellent communication, presentation, negotiation, and relationship management skills with strong proficiency in English.

Qualifications & Certifications

● Degree in Finance with qualifications such as CA / CFA / MBA / PGDM and a strong academic background.

● Mandatory NISM / AMFI certifications.

● Certifications in FinTech, AI in Finance, Data Analytics, or Digital Wealth Management will be considered a strong bonus.

● Existing strong client relationships will be given due weight. Remuneration Compensation will be as par with the best in the industry, with an attractive performance linked variable structure.

Location: Janakpuri, New Delhi