SURBHI SHARMA
Gurgaon
Summary
Dynamic professional with a robust career in business development and growth strategy within the Financial Services sector. Currently leading growth initiatives and advising CXOs at Deloitte on critical areas including financial and regulatory risk, climate risk and sustainability, and generative AI. Proven ability to navigate complex business environments across multiple asset classes, adept at identifying key problem statements and delivering tailored solutions through expertise in consulting, business advisory, data analytics, and climate risk. Previous experience includes collaboration with private equity firms to enhance investment advisory services and develop growth strategies for portfolio companies.
Overview
10
10
years of professional experience
Work History
Associate Director
Deloitte
12.2023 - Current
- AI and Advisory Transformation: Spearheaded the growth strategy for BFSI, developed GTM strategy, lead business development, identified whitespace, and understood client pain points to position solutions
- Strategic C-Level Engagement: Acted as a trusted advisor to CXOs on key areas including Financial and Regulatory Risk, Climate Risk, and Sustainability, and Gen AI and Analytics
- Thought Leadership and Innovation: Achieved a 35% revenue increase across Insurance and GCCs by strengthening AI powered risk assessment capabilities and demonstrating thought leadership.
- Partner Collaboration and Strategic Execution: Working closely with Partners across service lines to shape GTM strategies, co-develop solutions, and drive cross-functional initiatives
- Delivered cross-functional projects including Gen AI and Sustainability/ Climate Risk advisory: Managed stakeholder coordination, timelines, business impact, ROI analysis
- Led modernization roadmap for global payments GCC, implementing cloud native solutions and running Gen AI POCs across functions
- Business Development excellence for Named Accounts with P&L ownership: Spearheaded end-to-end business development initiatives, from market strategy to client acquisition, driving sustained revenue growth.
Regional Manager, Business Development
CRISIL
06.2015 - 10.2023
- Business Development for Customized Industry, Investment Research, Sustainability advisory services to a diverse portfolio of clients including NBFCs, Banks, Private Equity, AMCs, Insurance and AIFs
- Services encompass a range of product classes comprising Data, Funds, Fixed Income, and Equity, Credit, and Sustainability
- Consistently achieved 120% of targets for 3 years, thereby growing the overall portfolio revenue by 45%
- Product Development for Operational Underwriting Scorecards: Insights on client requirement, conducted research to define product functionality and alignment with regulatory requirements, defined product roadmap and financial and business plan, breakeven analysis, liaising with execution team for development and onboarding clients, resulting in 40% increase in business revenue
- Provided statistical Early Warning Solutions for pre-empting downgrades based on financials, equity signals and yield spreads; aiding reduction in credit costs, reducing credit loss upwards of 1000 Cr in the client portfolios.
- Collaborated with leading PE/VC funds including Multiples PE, ICICI Venture, KKR, Avendus, Warburg Pincus, ResponsAbility, Omidyar Network, Aion, Piramal Alternatives, BlackRock, and ECube to identify, evaluate, and scale portfolio companies across fintech and financial services.
- Directed end-to-end diligence and tech-fit analysis for early- and growth-stage companies in AI and financial services. Enabled portfolio acceleration and co-sell readiness for 15+ startups and $150M+ capital deployed by PE/VC partners.
- Conducted ESG and climate risk assessments for AI- and fintech-led ISVs, applying SFDR and TCFD frameworks to support investment decisions by global GPs. Enabled $100M+ in sustainable finance deployment, aligning with Microsoft’s AI and sustainability partner priorities
- Supported Private Equity portfolio companies through strategic initiatives including IPO readiness and listing and development of operational scorecards to drive performance improvement.
Education
MBA (PGDM) -
Indian Institute of Management, Kozhikode
04-2015
B.E(H) (ECE) -
Panjab University
06-2013
Skills
- Project management
- Strategic leadership
- Analytical thinking
- Strategic Business development and Relationship Management
- P&L ownership
- Coaching and mentoring
- Financial Services Domain Expertise
- Venture & Investment Expertise
Accomplishments
- National winner of CRISIL Young Thought Leader 2014 for best dissertation on ‘Outside In’ cultural shift in human resource management in corporate India in the age of social media
- Campus Finalist, Mahindra War Room, National Business School Competition
- 2nd position among 150 participants in National level Competition
POSITIONS OF RESPONSIBILITY
- IIM Kozhikode - Member, mPower – Marketing Interest Group - Liaised with industry experts to organize seminars; conducted events during the annual fest
- Panjab University - Core Member, Marketing Committee, Annual technical and cultural - Responsible for crafting the marketing strategy; long-term empanelment with ten sponsors - Discipline Committee Member, Annual Cultural fest; managed media relations
Timeline
Associate Director
Deloitte
12.2023 - Current
Regional Manager, Business Development
CRISIL
06.2015 - 10.2023
MBA (PGDM) -
Indian Institute of Management, Kozhikode
B.E(H) (ECE) -
Panjab University