Role Overview
The Manager – Institutional Partnerships will be responsible for securing major funding from corporate CSR programs, foundations, and grant-making institutions. This role requires a strategic approach to identifying, cultivating, and closing institutional donors while managing complex proposal development and compliance requirements. The ideal candidate combines strong business development skills with deep knowledge of the institutional funding landscape in India.
Location: Kolkata - Hybrid (The candidate will be required to be based in Kolkata for the first 6 months to gain an in-depth understanding of the organisation and its work, while actively contributing to fundraising efforts)
Key
Responsibilities
Strategic
Planning & Execution
- Develop and execute a comprehensive institutional fundraising strategy to achieve ₹22–24 Cr annual revenue target
- Map and prioritize corporate CSR programs, private foundations, and international grant-making institutions aligned with rural education and skill development
- Build multi-year funding pipelines with institutional partners, focusing on sustainable, renewable grants
Relationship Management & Business Development
- Identify, research, and qualify new institutional funding prospects through systematic market analysis
- Build and maintain relationships with CSR heads, foundation program officers, and grant managers
- Conduct presentations and site visits to effectively communicate organizational impact and funding needs
- Lead negotiations on grant terms, budgets, and deliverables
Proposal Development & Grant Management
- Lead the development of compelling funding proposals, concept notes, and grant applications
- Collaborate with program teams to design fundable projects that align with donor priorities
- Ensure timely and accurate reporting to institutional donors, maintaining compliance with grant agreements
- Manage grant lifecycles from application through closure, ensuring deliverable completion and relationship continuity
Stakeholder Collaboration
- Work closely with the Head of Fundraising & Partnerships to align institutional strategy with overall fundraising goals
- Partner with program teams to translate field impact into compelling donor narratives
- Coordinate with finance and compliance teams on grant budgeting, reporting, and audit requirements
Qualifications
Experience
- 6–10 years in institutional fundraising, corporate partnerships, or B2B sales
- Proven track record of securing multi-crore commitments from corporates, foundations, or grant-making institutions
- Prior experience in education, skill development, or social sector fundraising strongly preferred
- Demonstrated success managing complex sales cycles with institutional buyers
Skills & Competencies
- Strong proposal writing and presentation skills; ability to translate program impact into compelling funding cases
- Deep understanding of India's CSR landscape, foundation ecosystem, and grant compliance requirements
- Excellent relationship management and negotiation capabilities
- Strategic thinking with strong execution discipline
- Proficiency in CRM systems and pipeline management
Educational Background
- Degree in Business, Social Sciences, Development Studies, or related field preferred
- MBA or equivalent qualification is an advantage
Preferred Qualifications
- Existing network of CSR decision-makers, foundation officers, or institutional donors
- Experience with international donor agencies (bilateral/multilateral)
- Familiarity with rural education challenges and interventions in India
- Understanding of Section 135 CSR regulations and foundation grant-making processes
