Director, Institutional Lending Partnerships

This senior role is responsible for the end-to-end lifecycle of institutional capital integration. You will be the primary architect of the bank’s "Lending-as-a-Service" or "Forward-Flow" strategy, identifying institutional partners (Pension Funds, Insurance Firms, Private Credit Funds) and structuring vehicles that allow them to deploy capital through the bank’s origination engine. This role sits at the intersection of Business Development, Capital Markets, and Credit Risk, requiring a sophisticated understanding of how to bridge the gap between bank origination and institutional risk appetite.

Key Responsibilities

Partnership Origination & Strategy

• Develop and execute a comprehensive strategy to source new institutional partners looking for exposure to the bank’s specific loan asset classes (e.g. Infra loans, Structured Finance loans, SME loans…).

• Lead the process, articulating the bank’s credit underwriting strengths and technological advantages to all relevant stakeholders at global investment firms.

Transaction Structuring & Execution

• Negotiate and structure complex legal frameworks, including Forward Flow Agreements , Special Purpose Vehicles (SPVs) , and Participation Agreements .

• Work closely with Structured Finance, Legal and Tax departments to ensure structures are capital-efficient for both the bank and the investor.

• Oversee the commercial negotiation of pricing, "skin-in-the-game" requirements, and concentration limits.

Portfolio Management & Reporting

• Act as the accountable representative, ensuring best execution on commitments made to the Bank’s origination Business and to Investors.

• Ensure sound and timely reporting/dashboards that provide stakeholders with real-time transparency into portfolio performance.

Cross-Functional Leadership

• Liaise with CCM Leadership and WCRM to align partnership mandates with the bank’s internal credit policies.

• Provide market feedback to the various Coverage and Product teams to help shape lending products that are more "investable" for the institutional market.

Candidate Profile

Experience & Education

• Extensive experience in Investment Banking, Structured Finance, or Institutional Business Development.

• Proven track record of closing capital commitments.

• Advanced degree (MBA, CFA, or Masters in Finance) is highly preferred.

Technical Competencies

• Structured Finance Expertise: Deep knowledge of securitisation, credit enhancement, and bankruptcy-remote structures.

• Regulatory Knowledge: Deep knowledge of Basel III/IV capital requirements and how they impact bank balance sheet management.

• Financial Modeling: Ability to oversee the creation of complex cash flow models and stress-test scenarios.

Soft Skills

• Executive Presence: Ability to influence and negotiate with sophisticated institutional investors.

• Entrepreneurial Drive: A "builder" mindset capable of creating processes from scratch in a rapidly evolving market.

Performance Indicators

• Total Capital Committed: Annual growth in third-party capital available for lending.

• Execution Speed: Average time from initial Lead to first "Live" trade.

• Portfolio Health: Alignment of originated loans with the agreed-upon Investor Mandate (minimizing "rejection rates").

Opening up a world of opportunity.

Being open to different points of view is important for our business and the communities we serve. At HSBC, we’re dedicated to creating diverse and inclusive workplaces - no matter their gender, ethnicity, disability, religion, sexual orientation, or age. We are committed to removing barriers and ensuring careers at HSBC are inclusive and accessible for everyone to be at their best. We take pride in being a Disability Confident Leader and will offer an interview to people with disabilities, long term conditions or neurodivergent candidates who meet the minimum criteria for the role.

If you have a need that requires accommodations or changes during the recruitment process, please get in touch with our Recruitment Helpdesk:

Email: [email protected]

Telephone: +44 207 832 8500