ARCA Alternatives
Website:
arcaalternatives.com
Job details:
Company Description:
Arca Alternatives is a SEBI-registered Category II AIF building institutional investment platforms across high-growth real asset sectors — Digital Infrastructure (Data Centers), Hospitality, Healthcare Infrastructure, Real Estate and Private Equity — through operator-led investment platforms.
Role Description:
As we scale our distribution footprint, we're looking for a B2B-focused capital raising leader to own and grow our IFA, National Distributor, Bank and Family Office channels.
Position Overview:
This is a channel-building role, not a direct-investor-facing one. The mandate is to onboard, activate and scale a network of distribution partners — IFAs, National Distributors (NDs), Private/Wealth Banks, and Family Offices — who in turn place Arca's products with their own underlying investors. Success is measured by partner activation, channel AUM, and the depth/breadth of the distribution network, and quality of client relationships, not by individual investor tickets closed directly.
Key Responsibilities:
Channel Development & Partner Onboarding
- Identify, empanel and onboard IFAs, National Distributors, Banks and Family Offices as active distribution partners for Arca's AIF products.
- Manage the end-to-end empanelment process — documentation, compliance checks, agreements — in coordination with Legal & Compliance.
- Build a partner pipeline and track activation status (onboarded → trained → first transaction → repeat business).
Partner Relationship & Enablement
- Act as the primary point of contact for a portfolio of distribution partners.
- Train partner RMs/advisors on Arca's products, positioning and investment thesis so they can sell confidently to their own client base.
- Conduct regular partner engagement — product updates, structured calls/roadshows.
- Support partners with investor-facing collateral, presentations and deal-level clarifications (without displacing the partner's own client relationship).
Product Positioning for Distributors
Equip partners to represent Arca's suite with clarity:
- Real Estate, Data Centre, Hospitality and Healthcare infrastructure strategies
- AIF structures, yield-oriented and equity products
- Convertible/hybrid/asset-backed structures
- Fund mechanics: structures, risk, return expectations, exit timelines — in a form partners can relay to their own clients
Channel Revenue & Target Management
- Own AUM/capital-raised targets sourced through the IFA/ND/Bank/Family Office channel.
- Track partner-wise productivity, commission/incentive structures and payout cycles in coordination with Finance.
- Drive cross-sell of new fund launches through the existing partner network.
Business Development
- Build relationships with new National Distributors, private banks' AIF desks, and multi-family offices.
- Represent Arca at distributor conferences, wealth industry forums and B2B networking events.
- Create referral pathways through CA networks, tax advisory firms and investment banking desks that service distributors.
Internal Collaboration
Work closely with Investment, Product, Legal & Compliance, Marketing, Finance and Senior Leadership to ensure smooth partner onboarding, servicing and compliant distribution practices.
Desired Candidate Profile
Experience in one or more of:
- Third-party product distribution (Mutual Funds/AIF/PMS) via IFA or National Distributor channels
- Bank AIF/Wealth desks — private banking or wealth management distribution
- Family Office coverage/relationship roles
- B2B institutional sales within real estate funds, structured finance or alternative investments
Educational Qualification
- MBA (Finance/Marketing) preferred
- CA/CFA/FRM or equivalent — added advantage
Experience
- 5–15+ years, with a substantial portion in distributor/channel management (not just direct investor sales)
- Demonstrated existing relationships with IFAs, National Distributors, Bank AIF desks and/or Family Offices
- Track record of scaling AUM through a partner network rather than direct origination alone
Technical & Domain Knowledge
- AIF/PMS distribution structures and commission norms
- Real estate and structured finance products
- SEBI regulations on distribution, disclosures and empanelment
- Partner-level P&L / productivity tracking
Key Competencies
- Strong channel-partner relationship management (distinct from direct HNI relationship skills)
- Ability to train and influence partner sales teams without owning the end client
- Commercial acumen on commission structures and channel economics
- Networking depth across the IFA/ND/Bank/Family Office ecosystem
- High integrity — critical given multi-layered client relationships
Success Metrics (KPIs)
- Capital raised via IFA/ND/Bank/Family Office channel against target
- Number of new partners empanelled and activated
- Channel AUM growth and partner retention
- Partner productivity (AUM per active partner)
- Repeat/cross-sell rate across fund launches within the same partner base
- Partner satisfaction and engagement scores
Preferred Background
Professionals from:
- AMC/AIF distribution teams (channel sales, not just direct sales)
- Bank AIF/Wealth product desks
- Multi-family office platforms
Compensation
- Fixed Salary (experience-aligned)
- Performance-linked bonus
- Channel-linked fundraising incentives (tied to partner-sourced AUM)
- Long-term wealth creation opportunities via leadership participation, subject to performance and policy
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